attention great writers

Note: Every student must complete this assignment, and this assignment is one of the miscellaneous experiential assignments outlined in the syllabus.

1. Paper Review and Critique

· Select one but only one of the two articles provided at the end of this document

· Students can work as part of a group of up to four members, but a student can choose to work independently.

1. Complete the “Peer Evaluation and Self-Appraisal” Form

· Note: If you are not working as part of a team, but instead are working independently, you do not need to complete the “Peer Evaluation and Self-Appraisal” Form.

Purpose of the Assignment

· Enhance students’ ability to solve structured and unstructured business problems

· Enhance students’ problem-solving skills through learning and evaluating others’ scholarly work

· Help students learn how to formulate research questions and conduct research (esp. empirical research and conceptual paper)

· Help students learn how to analyze and present data in a meaningful manner

· Enhance students’ ability to utilize the study results for course-related purposes

· When applicable, enhance students’ skills related to working as a team to understand implications and reach conclusions

· Provide students greater learning experience and make them more marketable to future employers

Instructions, Steps to Follow, and What to Submit

Suppose that you are invited to be a reviewer for a conference or a journal in business, and you are assigned to review one of the articles provided below. After choosing and reading one of the articles provided listed at the end of this document, please follow the corresponding instructions and turn in the following:

1) Select one but only one of the two articles provided at the end of this document. Students are required to complete this assignment in a team consisting of up to four members (e.g., one, two, three, four; but no more than four students in a team), including only one student if a student prefers to work on this assignment individually. Note that when grading and determining each student’s score, in order to be objective and realistic, the instructor will consider factors such as a total number of students on this assignment, time and effort required for each student whether working individually or in a team, peer evaluation, and quality of the assignment. To be coherent and to avoid potential miscommunication among team members, each student—no matter working individually or in a team—must 1) submit the full name list of all team members (including yourself) and 2) the same, whole, and completed version of your assignment if working in a team, to the corresponding submitting folder at the course website by the deadline.

2) For the purposes of training, collaboration effectiveness among team members when applicable, and communication effectiveness, etc., please directly make changes/suggestions in your chosen article’s text listed below and offer suggestions and comments regarding any aspect/area for improvement (e.g., better contributions, articulation, word choice, writing quality, flow, structure, using the “Tracking Changes” and “New Comment” in Word.

4) After evaluating your chosen article, please address: What is the major lesson or lessons you learned?

5) When applicable (i.e., working in a team), each student in a team needs to complete and turn in the “Peer Evaluation and Self-Appraisal Form” to the corresponding submitting folder at the course website by the deadline. The form can be found below in this document.

6) After finishing your review, please provide your rating for the following statement (i.e., statements 1 – 5) in blue.

7) Note: This assignment does not require a minimum page number or word counts, as long as you have followed the instructions and addressed all questions described above.

The subject addressed in this article is worthy of investigation*

The information presented is new*

The conclusions are supported by the data*

Organization of the manuscript is appropriate*

Figures, tables and supplementary data are appropriate*

Instructions for Item 2: Peer Evaluation and Self-Appraisal Form ( for teamwork only )

Upon completion of each assignment/project in a team , team members must submit a performance evaluation of each team member, including one’s own self-appraisal, using the “Peer Evaluation and Self-Appraisal” Form. Please note that if a student completes an assignment or project alone (i.e., by himself or herself), that student does not need to complete the “Peer Evaluation and Self-Appraisal” Form at all. Meanwhile, to be effective for communication, a student who completes an assignment or project alone can include a message, such as “I completed this assignment/project” by myself in the first page of a submitted work or next to “yourself” under “Team Member Names (Last, First)” in this form. Those who work in a team but fail to turn in this form will lose 2% of the total points from the written assignment/project report. The evaluation form can be found on the course website (typically under Module 0 as a separate document or included in the document for an assignment/project) and should be submitted to the corresponding submitting folder at the course website. (Check the course website for the deadline.) This evaluation will be considered an important part of your final grade. Each student’s final grade for each assignment/project in a team will be influenced by his or her peer evaluation score. Each team member will receive a grade based on their team members’ evaluation score as a portion of the team assignment/project grade.

Peer Evaluation and Self-Appraisal Form ( for teamwork only )

__________________________________ __________________________________

Assignment Name Your name (Last, First)

The purpose of this form is for you to evaluate the contribution made by each of your team members to the overall performance and success of an assignment in a team. In making your assessments, you might consider factors such as:

A. effort D. evidence of preparation for meetings

B. quantity of contribution E. meeting deadlines

C. quality of contribution F. degree of cooperation with other team members

Directions

1. In the space provided below, write in the names of all team members (including yourself).

1. Assume that 100 points are the highest score that you will allocate to one team member. Under “Points Earned (Highest = 100),” for each team member (including yourself) please allocate points (out of 100) such that the points awarded indicate your judgment of the overall value of each member’s relative contribution.

Team Member Names (Last, First) Points Earned (Highest = 100)

1. (yourself)____________________________________ ________

2. __________________________________________ ________

3. __________________________________________ ________

4. __________________________________________ ________

5. __________________________________________ ________

Comments:

The information on this form will be kept confidential by your instructor.

Sample Guidelines for Students – Peer Review or Paper Review and Critique

The following links provide guidelines and resources for student regarding how to conduct peer/paper review for others’ scholarly work. They may help you finish this assignment on Research Paper Review and Critique. Meanwhile, please feel free to search the Internet if needed.

HYPERLINK "https://serc.carleton.edu/sp/library/peerreview/tips.html" https://serc.carleton.edu/sp/library/peerreview/tips.html

HYPERLINK "http://www.apa.org/gradpsych/2008/03/review.aspx" http://www.apa.org/gradpsych/2008/03/review.aspx

HYPERLINK "http://onlinelibrary.wiley.com/doi/10.1890/0012-9623-92.4.376/pdf" http://onlinelibrary.wiley.com/doi/10.1890/0012-9623-92.4.376/pdf

Below is one of the two articles to be reviewed and critiqued for this assignment. For this assignment, please select one but only one of the two articles provided in this document.

Note: Due to copyright and intellectual property concerns and issues, please do not circulate this article. This article is used only for the educational purpose of this assignment.

Abstract

With the rise of service business models in manufacturing firms, this study examines how top management service commitment (TSC) affects new product development (NPD) and how the institutional environment in terms of dysfunctional competition moderates the main effect in emerging economies. Using data from 151 high-tech manufacturing firms in China, we find that TSC promotes NPD, which contributes to firm performance. In detail, the results show that TSC has a positive linear relationship with NPD speed and a positive curvature relationship with innovativeness. Moreover, dysfunctional competition can enhance the impact of TSC on both NPD speed and innovativeness. Results of this research offer important insights and implications for the literature related to servitization of manufacturing firms and NPD.

Keywords top management service commitment, new product development, speed, innovativeness, dysfunctional competition

1. Introduction

New product development (NPD) has long been recognized as one key source of a firm’s competitive advantage. Recent years, scholars suggest that to survive in the competitive market, manufacturers should implement servitization, a strategy in which manufacturing firms add services to their existing product offerings (Eggert, Hogreve, Ulaga,& Muenkhoff, 2011; Steiner, Eggert, Ulaga, & Backhaus, 2014; Suarez, Cusumano, & Kahl, 2013). Top management service commitment (TSC), defined as top management teams’ dedication to servitization, plays a critical role in implementing servitization because top management teams make decisions about service transition strategy. The servitization literature indicates that TSC benefits NPD, as Kastalli and van Looy (2013, p.178) highlight that “engaging in servicing can also yield spillovers by generating insights that have a considerable impact on product development activities.” Conversely, the literature of organization behavior suggests that TSC might harm NPD because services can distract top managers’ attention from product business (Li et al., 2013). Therefore, the relationship between TSC and NPD is unclear. Unfortunately, no research has examined how TSC influences NPD (Kastalli & van Looy, 2013).

In addition, prior studies about servitization primarily focus on Western, developed economies with well-established institutional environments, where patents, copyrights, and other intellectual property are protected. Now more and more manufacturers in emerging economies like China are adding services to their existing products to provide more value for customers (Neely, Benedetinni, & Visnjic, 2011). However, only limited knowledge is available about the servitization in developing countries (Gebauer et al., 2012), which lack adequate legal framework protecting intellectual property rights. Unlike firms in the developed economy, manufacturers in emerging economies are confronted with dysfunctional competition, which refers to the degree to which firms’ competitive behaviors are opportunistic, unfair, or unlawful (Li & Atuahene-gima, 2001). When facing high dysfunctional competitions, firms have difficulty in effectively obtaining innovation benefits, thus undermining the NPD process (Sheng, Zhou, & Lessassy, 2013). Servitization, which emphasizes customized solutions to customers’ problems, can build strong relationships with customers and enhance customer loyalty (Tuli, Kohli, & Bharadwaj, 2007), which can serve as an effective appropriability mechanism to counter the dysfunctional institutional environment. Hence, when facing high dysfunctional competition, top managers can help NPD through the commitment to servitization. Yet prior studies have not accounted for the contingent role of dysfunctional competition in the TSC-NPD relationship.

The NPD literature has identified that new product speed and innovativeness are the two strategic determinants of new product success (Sheng et al., 2013; Wu et al., 2017; Fang, 2008). New product speed refers to the temporal length between an initial idea and the introduction of the new product to the marketplace (Fang, 2008), whereas innovativeness refers to the extent to which the new product contains new ideas and is different from other products with similar functions (Hult & Ketchen, 2001). We investigate the impact of TSC on NPD speed and innovativeness. We then examine how dysfunctional competition moderates the effects of TSC on new product speed and innovativeness. We also assess how new

product speed and innovativeness affect firm performance when a firm implements servitization. Fig.1 presents the conceptual framework.

To test our framework, we collected data in China. China is a suitable setting for our research since China encourages manufacturers to provide more services for customers. For example, China’s State Council issued a plan of “Made in China 2025” in 2015, which promotes service-oriented manufacturing as a priority. Moreover, China is transitioning from a planned economy into a market-based economy. Its legal system is underdeveloped and the level of dysfunctional competition there varies across its industries (Zhou & Poppo, 2010). Prior studies have used China to test dysfunctional competition as a contingent factor (Du et al., 2016; Sheng et al., 2013; Li and Atuahene-gima, 2001).

[Insert Fig.1 about Here]

2. Theory and hypotheses

2.1 Top management service commitment (TSC) in manufacturing firms

Manufacturing firms have increasingly introduced service business to differentiate themselves (Eggert et al., 2011; Ulaga & Eggert, 2006). Although servitization is attracting more practical attention, its influence on firm performance is controversial. One research stream posits that servitization enhances firm performance by gaining the synergy between product and service business, because services can not only bring substantial revenues and profits over the product life cycle, but also increase customer loyalty and bring better understanding of customer needs (Ulaga & Reinartz, 2011). Another stream argues that servitization poses a unique challenge: product and service business compete for limited resources (e.g., management attention) (Ostrom et al., 2010), and hence a negative effect may come due to the loss of strategic focus and internal conflict (Fang, Palmatier, & Steenkamp, 2008).

The empirical evidence has been mixed. Some studies have found servitization positively affects firm performance (Antioco, Moenaert, Lindgreen, & Wetzels, 2008; Gebauer, 2007; Homburg, Fassnacht, & Guenther, 2003) and others have shown a negative effect (Eggert, Hogreve, Ulaga, & Muenkhoff, 2014; Fang et al., 2008; Kohtamäki, Partanen, Parida, & Wincent, 2013; Neely, 2008). Some articles even identify a complex, curvilinear relationship between servitization and firm performance (Fang et al., 2008; Kastalli & van Looy, 2013; Kohtamäki et al., 2013; Suarez et al., 2013) (see Eloranta and Turunen (2015) for a more detailed review).

In line with large-scale quantitative studies, case-based studies show that some companies face implementation issues related to servitization (Martinez et al., 2010; Oliva and Kallenberg, 2003), which may well result in decreased performance-the so-called servitization or service paradox (Gebauer, Ren, Valtakoski, & Reynoso, 2012). Implementation obstacles include deficiencies in organizational design, the lack of an appropriate culture, and insufficient capabilities for service management (Neu & Brown, 2008; Oliva & Kallenberg, 2003). Although organizational systems, incentives, and processes can be designed to promote the service strategy, it is the top management of an organization that is responsible for a firm’s key strategic decisions. Given the dominant of product strategy in manufacturing firms, top management commitment to service business is of particular importance to implement servitization, because TSC can guarantee necessary resource investments and improve status of service business (Antioco et al., 2008).

This study focuses on the particular role of TSC in NPD and examines whether TSC influences firm performance through NPD. A key logic in the innovation literature is that the success of NPD depends on a firm’s capability to search, identify, and absorb new knowledge and information (Katila & Ahuja, 2002; Li et al., 2013). In particular, firms can improve their NPD by tapping users and customers for knowledge (Im & Workman, 2004). However, NPD speed and innovativeness have different requirements for the nature and type of external knowledge. The rapid and timely awareness over customer needs and preferences as well as market feedback are critical for NPD speed, while heterogeneous information acquisition like customers’ unmet and future needs is the key to NPD innovativeness (Fang, 2008). Because servitization provides opportunities to interact with and build long-term relationships with customers, it can affect NPD speed and innovativeness. In addition, because servitization can enhance customer loyalty and promote product success in market and thus can work as an effective appropriability mechanism to counter the dysfunctional institutional environment, we also assess how dysfunctional competition moderates the effect of TSC on NPD.

2.2 Effects of TSC on NPD

We argue that TSC positively affects NPD speed. First, service business in manufacturing firms actually often links to its core product business. In many service extensions, new services (e.g., maintenance of aircraft engines) are developed around the existing products. In other words, existing products are the bases of new service offers (Gebauer et al., 2008; Han et al., 2013). Hence, when top managers show high commitment to service business, they want to develop new products rapidly to meet customer needs, which will bring new opportunities for service business in the future.

Second, new product concept development is time-consuming because it needs to analyze market information, identify customer problems, and generate new ideas (Kim and Wilemon, 2002; Wu et al., 2015). A critical advantage of a service strategy is the quick access to market information because it enables manufacturers to engage in direct interactions with customers (Antioco et al., 2008). When TSC is high, manufacturing firms will implement service business actively, and endeavor to obtain timely information from customers and understand customers’ problems better, which can save time for developing new product concepts (Kastalli & Van Looy, 2013).

In addition, the NPD stages include designing products, developing technology, testing products, and collecting feedback (Wu et al., 2015). During the stages, the R&D department needs feedback from customers about the designed product and assessment of the market acceptance of the new product (Ernst, Hoyer, & Rübsaamen, 2010). By providing services, manufacturers can quickly obtain customers’ feedback about their tested products. Moreover, manufacturers can increase customer satisfaction through service provision (Tuli et al., 2007), which in turn motivates customers to actively provide their ideas about how to improve the tested new products, increasing the efficiency of the time spent with customers.

H1: Top management service commitment positively influences NPD speed in manufacturing firms.

With regard to innovativeness, we argue that TSC benefits innovativeness at an accelerating rate. At the heart of innovativeness are the novel information and creative knowledge. TSC helps firms obtain diverse and novel knowledge from customers through services. Service offerings can intensify the interaction between manufacturers and customers, thus helping firms identify customers’ underlying demands and predict future market trends (Antioco et al., 2008; Fang et al., 2008). Moreover, service is inherently relational and creates the intimacy between manufacturers and customers (Vargo & Lusch, 2016), which enables customers to share their heterogeneous and tacit knowledge as well as instructive suggestions with manufacturers (Kindström, Kowalkowski, & Sandberg, 2013). The novel information helps increase product innovativeness.

We also argue that TSC benefits innovativeness at an accelerating rate. First, services and products require distinctive knowledge and skills in terms of underlying tenet, requirement definition, network complexity, and outcome orientation (Ulaga and Loveland, 2014). The differences require managers to make great efforts to develop the required skills of identifying novel and useful information for NPD. Second, even if managers obtain novel information from the service process, they have to interpret, make sense of, and apply novel information to increase the innovativeness. Hence, when top managers have less commitment to servitization, the efficiency of applying new information form services to improve innovativeness is undermined. However, as TSC increases, managers make greater efforts to learn how to identify novel information from services, coordinate resources for services and products, and create new knowledge by integrating information from services into the existing product system. Due to the learning curve, the increase in novel information grows as TSC becomes stronger. Therefore, we hypothesize

H2: Top management service commitment positively influences NPD innovativeness at an accelerating rate.

2.3 Moderating role of dysfunctional competition

In emerging economies, legal institutions are transitioning into a market-oriented, rule-based system (Peng, 2003). However, the transition is never straightforward and smooth because of the under-developed legal framework, posing serious challenges to firms (Zhou & Poppo, 2010). High dysfunctional competition means that firms’ competitive behaviors, such as copyright piracy and counterfeiting, are opportunistic, unfair, or even unlawful (Li & Atuahene-gima, 2001). In such case, appropriability hazards are more salient and innovative firms face difficulties to obtain innovative knowledge and gain the benefits from their new products. Hence, the dysfunctional institutional environments may influence the relative salience of service business as well as the role of TSC in NPD speed and innovativeness.

First, when the legal institutions are under-developed and unfair competitions are common in markets, it is difficult to build strong relationships with customers or to secure customer loyalty. Because service is inherently relational and is helpful to create stronger relationships with customers (Vargo & Lusch, 2016), the importance of service business becomes more significant in dysfunctional institutional environment (Keupp, Beckenbauer, & Gassmann, 2009). Hence, in dysfunctional competition, TSC can promote firms acquire novel and useful information from customers, which is critical for NPD speed and innovativeness.

Second, when institutional environment is efficient, top managers typically believe that firms can gain innovation benefits, and thus can invest heavily in NPD (Ritala & Hurmelinna-Laukkanen, 2013). Under this circumstance, top managers may ignore the role of service in building customer loyalty as well as in gaining innovation benefits. In contrast, when there are various opportunistic and unlawful behaviors, firms may greatly concern that their intellectual property rights resulting from NPD will go unprotected. Service strategies can enhance customer loyalty and promote product success in market and thus can work as an effective appropriability mechanism to counter the dysfunctional institutional environment (Fang, 2008; Keupp et al., 2009). Hence, TSC will enhance their confidence to gain innovation benefits in dysfunctional institutional environment. As a result, the value of TSC to the firm seeking NPD speed and innovativeness is amplified. Therefore, we propose:

H3: Dysfunctional competition positively moderates the relationship between top management service commitment and NPD speed.

H4: Dysfunctional competition positively moderates the relationship between top management service commitment and NPD innovativeness.

2.4 Effects of NPD and firm growth performance

New products are fundamental to organizational performance and survival because they increase a firm’s ability to meet new demands in markets and help the firm establish a favorable position in competition (Smith et al., 2005). Scholars have long recognized the importance of both NPD speed and innovativeness to firm performance. The literature has well documented the competitive edge gained by an organization developing new products quickly (Chen et al., 2012). Compared to a long NPD cycle, a short one can afford companies lower operational costs and greater market segment coverage. For example, He and Wong (2004) find that NPD speed helps sales growth. In addition, new products with higher innovativeness enable firms to differentiate themselves from competitors, improve firms’ ability to fulfill customer needs, and enjoy higher pricing power. Kristal et al. (2010) find evidence for the positive effect of new product innovativeness on firm performance. Therefore, we hypothesize:

H5: NPD speed positively influences manufacturing firm growth performance.

H6: Innovativeness positively influences manufacturing firm growth performance.

3. Methodology

3.1 Sample and data collection

We gathered data from high-tech manufacturing firms in Suzhou Industrial Park in China for the following reasons. Suzhou Industrial Park is one of the most innovative industrial parks in China, and firms in this park actively engage in innovation initiatives. In addition, high-tech firms have more opportunities to provide high value-added services than low-tech manufacturing ones (Suarez et al., 2013). Thus, high-tech manufacturing firms in Suzhou Industrial Park act as an appropriate sample to test our hypotheses.

We developed a questionnaire based on previous studies. We used the two-way translation procedure to ensure its accuracy. Podsakoff et al. (2003) indicated that collecting data from different sources can reduce the potential for common method bias. We therefore divided the questionnaire into two parts. Each part was separately completed by a different top manager from the same firm (e.g., general manager, vice manager, R&D manager, sales manager). One manager provided questions about the firm’s basic information, TSC, NPD speed and innovativeness, and external environment, while another manager mainly answered questions about firm performance. With the help of the Administrative Committee of Suzhou Industrial Park, we obtained a directory of high-tech firms in this park, and randomly selected 500 firms from the directory. Because of our target participants’ high rank in their firms and in order to obtain a good response rate, we employed the face-to-face approach to collect data, using well-trained doctoral candidates.

We collected 158 questionnaires. Among these questionnaires, four firms were missing key variables, and three firms were not high-tech firms. Therefore, we retained 151 usable questionnaires, resulting in a response rate of 30.2% (151/500). The average tenure of our participants in a firm is eight years, indicating their appropriateness for this research. We also checked the non-response bias by comparing respondents and non-respondents with respect to firm demographic information. All t-statistics were non-significant, indicating that the non-response bias was not a serious threat in this research. Table 1 and 2 display the basic descriptive statistics of the sample and correlations of the measures.

[Insert Table 1 and Table 2 about here]

3.2 Measures

All items in the questionnaire were measured by a five-point Likert scale where “1” represents “strongly disagree” and “5” represents “strongly agree.” We adapted scales from the existing literature. Following Li and Zhang (2007), firm growth performance was measured by eight items. The respondent was asked to rate his or her firm’s growth performance relative to its principal competitors over the last 3 years on sales, market share, assets, employees, return on sales, return on investment, return on assets, and overall performance. Similar subjective measures of performance are widely used (Jacobs, Droge, Vickery, & Calantone, 2011).

We operationalized NPD speed as the temporal length between the initial idea development and the new product introduction (Kessler, Bierly, & Gopalakrishnan, 2000) and measured it using three items developed by Kessler et al. (2000). Innovativeness describes the extent to which the new product contains new ideas and is different from other products with similar functions (Hult & Ketchen, 2001). The scale of innovativeness was from Su et al. (2013). The measures of TSC included three items used by Antioco et al. (2008). Dysfunctional competition was measured by four items based on previous studies (Li & Atuahene-gima, 2001).

Control variables. Firm age (number of years since the firm was established) was taken as the first control variable. Firm size (the number of fulltime employees) was controlled as well. It was measured by the natural log of the number of full-time employees. Whether the firm is foreign-invested firm was employed as the third control variable (1 = yes, 0 = no). External environment may influence firm’s innovation activities (Damanpour, 1991). In this study, we controlled two critical components of external environment (i.e., competition intensity and industry growth). We used items adopted from (Jaworski & Kohli, 1993) and (Zhou, 2006) to measure competition intensity and industry growth. Table 3 presents the items of each construct.

[Insert Table 3 about Here]

3.3 Common method variance

Based on the recommendation from Podsakoff et al. (2003), both procedural methods and statistical techniques were taken to reduce the possibility of common method variance. Procedurally, we divided the questionnaire into two parts, and collected data from two managers in each firm. In addition, we assured that their answers would be kept confidential and that there were no right or wrong answers. Statistically, we tested the common method variance (CMV) by using Harman’s one-factor test, which suggests CMV exists if there is one main factor explaining most variance in the data. The test for our data revealed that the largest factor only explains 24.38% of the total variance, indicating that CMV is not a problem in our data. In addition, we also checked CMV by using a confirmatory factor analysis approach, which suggests a model combining all variables (independent and dependent) into a single factor. Indexes from the model demonstrate that the model does not show a good fit with the data (χ2/df =6.68, RMSEA = 0.195, CFI = 0.596; IFI = 0.599; NNFI = 0.564), excluding the possibility of CMV. Therefore, CMV is unlikely to threaten this research.

3.4 Validity and reliability

Table 3 indicates the high level of Cronbach alpha (ranging from 0.764 to 0.927) and composite reliability (i.e., CR in Table 3; ranging from 0.768 to 0.929), suggesting good construct reliability. Confirmatory factor analysis was used to examine the convergent validity, which is satisfied if the loadings of all items significantly fall on the corresponding latent construct. The results in Table 3 indicate that the measuring model fit the data well [χ 2/df = 1.98; CFI = 0.946; IFI = 0.946; NNFI = 0.936; RMSEA = 0.079]. All items are loaded significantly on their corresponding latent construct (the lowest t-value is 7.61 with the benchmark is 2.0), and all the average variance extracted (AVE) values are greater than 0.50 except for competition intensity with good reliability and high loading value, which provide evidence for convergent validity.

Discriminant validity is assessed by chi-square difference test for all multi-item constructs in pairs to see if they are distinct from one another (Zhang & Li, 2010). We combined each pair of constructs into a single model and compared its fit to that of a two-construct model. The results of pair-wise tests indicate that in each case the difference in chi-square value is significant. In addition, discriminant validity is satisfied because any construct’s AVE is greater than any squared correlation between the construct and others (Fornell & Larcker, 1981). Thus, our measures have good discriminant validity.

4. Results

To test our hypotheses, we use a stepwise hierarchical regression approach to evaluate the explanatory power of each set of variables (Zhou & Wu, 2010). Table 4 contains results for the effects of TSC on NPD speed and innovativeness. Model 1 and Model 4 display effects of control variables on innovation speed and innovativeness, respectively. Model 2, which examines the main effect of TSC on innovation speed, reveals that the first order of TSC has a positive relationship with innovation speed (β = .220, p < .01), while the effect of second order of TSC is not significant (β = .045, n.s). Therefore, H1 is supported.

Model 5, which examines the main effect of TSC on innovativeness, reveals that both effects of first order (β = .236, p < .001) and second order (β = .098, p < .05) of TSC are significant and positive, indicating that the relationship between TSC and innovativeness is concave upward. Therefore, H2 is supported.

Model 3 and Model 6 test the moderating effect of dysfunctional competition. Model 3 indicates that the coefficient of the interaction between TSC and dysfunctional competition on innovation speed is significantly positive (β = .149, p < .05), supporting H3. Model 6 indicates that the coefficient of the interaction between TSC and dysfunctional competition on innovativeness is significantly positive (β = .151, p < .05), supporting H4.

H5 and H6 argue that innovation speed and innovativeness positively affect firm growth performance. The results in Model 8 and Model 9 in Table 8 show that the effects of innovation speed (β = .184, p < .001) and innovativeness on firm growth performance (β =

0.215, p < 0.01) are both significantly positive, supporting H5 and H6.

[Insert Table 4 and Table 5 about here]

5. Discussions

5.1 Theoretical implications

This research mainly investigates the effect of TSC on NPD in manufacturing firms. Our findings indicate that TSC has different relationships with NPD speed and innovativeness, even though the tendency of both relationships is positive. This study also finds that dysfunctional competition can augment the positive relationship between TSC and NPD speed/innovativeness. This research provides several theoretical implications.

First, this study contributes to the servitization literature by examining how manufacturing firms leverage TSC to gain the benefits of the service strategy. Because of the difficulties of implementing a service strategy as well as the resulting “service paradox” (Gebauer, Fleisch, & Friedli, 2005; Oliva & Kallenberg, 2003), scholars have called for more studies to identify the organizational antecedents that improve the service strategy implementation (Antioco et al., 2008; Kastalli & van Looy, 2013). Given the important role top managers play in implementing the servitization strategy, this study directly responds to the research call to examine whether TSC is an important organizational factor to promote service strategy implementation. Our research suggests a positive effect of TSC on service strategy implementation.

Second, our study also provides an answer to the question of “how does the service strategy help manufacturing firms improve their performance?” Most studies focus on the direct influence of servitization on firm performance, failing to consider the potential process mechanism underlying the direct relationship (Gebauer et al., 2012; Jacob & Ulaga, 2008). Scholars have argued that the value creation process has to be taken into account to comprehensively understand the value appropriate process, and they call for more studies on the value creation process like NPD (Kastalli & van Looy, 2013). In this study, we respond to these research calls directly to argue and find that TSC has a positive effect on firm performance by facilitating NPD (Kastalli & van Looy, 2013).

Third, this research contributes to the NPD literature. Some studies contend that innovativeness and innovation speed are “competing” rather than complementary (Griffin, 1997; Sarkees & Hulland, 2009). Innovativeness and innovation speed generally represent effectiveness and efficiency, respectively (Sarkees & Hulland, 2009). In general, effectiveness is achieved at the cost of efficiency (Lukas & Menon, 2004). This research finds that the service strategy can benefit both the innovativeness and innovation speed dimensions of NPD. Even though TSC has a low positive impact on effectiveness initially, it benefits the two in the long run when its level passes a point.

Finally, this research also enhances our understanding on servitization of manufacturing firms in emerging economies by examining and revealing the important contingent effect of dysfunctional institutional environment. Much of the present research has focused on servitization in manufacturing industries of developed economies. In developed countries with well-established institutions, the strategic role of service strategy is to improve firms’ capability to acquire market knowledge. Given the incomplete institution of emerging economies and salient appropriability hazards, we highlight another role of the service strategy in enhancing top managers’ confidence to invest in NPD in dysfunctional institutional environment. Our findings reveal that the effects of TSC on innovativeness and innovation speed are more positive in dysfunctional competition. This suggests that service strategy can work as an effective appropriability mechanism to counter the dysfunctional competition in emerging countries (Fang et al., 2008).

5.2 Managerial implications

This research also offers practical implications as well. First, we find that TSC can greatly improve manufacturing firm performance by facilitating NPD, which indicates that to gain benefits of the service strategy, manufacturing firms should recognize the importance of top managers as well as their support and commitment to service business. In particular, in a manufacturing setting, where developing service business may not be viewed as a core activity, the commitment of top managers to the service business becomes very important in the process of implementing service business. However, not all existing managers who are familiar with product business can recognize the importance of service business. Thus, when extending service business, manufacturing firms can mobilize the support of top managers employing managers from outside organizations with service business.

Second, manufacturing firms in China should recognize that although service business competes with NPD for limited resources, it can facilitate NPD. One noteworthy advantage for Chinese firms is the massive opportunities provided by the fast-growing China market. Servitization can help firms gain a deep understanding of the market, thus yielding new strategic mindsets for Chinese managers. Hence, in order to increase innovation capability, managers of manufacturing firms could actively implement the service strategy. However, manufacturing firms also need to realize that the service strategy can affect NPD speed and innovativeness differently. Service strategy increases innovativeness at a slow speed in the beginning and as investments in services increase, the contributions become more and more salient, while service strategy benefits innovative speed at a constant rate.

Third, this study finds that the effects of TSC on NPD are more positive in dysfunctional competition. This suggests that service strategy can work as an effective appropriability mechanism to counter the dysfunctional competition in emerging countries. This finding has an imperative implication for firms in emerging economies with incomplete institutions and salient appropriability hazards. Service strategy can effectively promote NPD of a manufacturing firm facing dysfunctional competition. Hence, firms in China should pay more attention to the role of service strategy in dealing with the appropriability risks.

5.3 Limitations and future research direction

Future researchers can learn from this study’s limitations. First, the cross-sectional data used by the study may cast doubt on causal statements derived from the findings. A longitudinal approach should be taken in future studies. Second, innovation is not only categorized into innovativeness and speed, but also can be categorized into exploitation and exploration innovation. This research only concentrates on NPD innovativeness and speed. Future research can examine how and under what conditions the service strategy affects exploitation and exploration innovation. Third, we focus on perceived institutional environment as a contingent factor. Other variables such as internal capability and resource may play important roles as well and they need to be examined in further investigations.

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Abstract

More and more companies are establishing innovation alliances to achieve competitive advantages. This study investigates the effect of governance mechanisms on relationship learning in innovation alliances. The authors identify formal contracts and bilateral specific investments as transactional governance mechanisms and guanxi as a relational governance mechanism. After analyzing data from 225 Chinese manufacturers, the authors find that formal contracts have to rely on relationship learning to improve alliance innovation performance, and bilateral specific investments can either directly facilitate alliance innovation performance or affect it through relationship learning. Moreover, this study also shows that guanxi alone cannot positively affect relationship learning or alliance innovation performance, but it can interact with transactional governance mechanisms (formal contracts and bilateral specific investments) to enhance alliance innovation performance through relationship learning. These findings emphasize the critical role of relationship learning in alliance innovation and offer new insights into the role of governance mechanisms in alliance innovation management.

Keywords: Bilateral specific investments. Guanxi. Formal contracts. Relationship learning. Alliance innovation performance

1. Introduction

Relationship learning is defined as “an ongoing joint activity between [two] organizations directed at sharing information, making sense of information, and integrating acquired information into a shared relationship-domain-specific memory to improve the range or likelihood of potential relationship-domain-specific behavior” ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "abstract" : "Exploitative Learning Performance", "author" : [ { "dropping-particle" : "", "family" : "Selnes", "given" : "Fred", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Sallis", "given" : "James", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Marketing", "id" : "ITEM-1", "issue" : "3", "issued" : { "date-parts" : [ [ "2003" ] ] }, "page" : "80-95", "title" : "Promoting Relationship Learning", "type" : "article-journal", "volume" : "67" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=3562eb5c-c381-4e4b-8613-456a64f8d133" ] } ], "mendeley" : { "formattedCitation" : "(Selnes & Sallis, 2003)", "manualFormatting" : "(Selnes & Sallis, 2003", "plainTextFormattedCitation" : "(Selnes & Sallis, 2003)", "previouslyFormattedCitation" : "(Selnes & Sallis, 2003)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Selnes & Sallis, 2003, p.86 ). Since Selnes and Sallis (2003) introduced relationship learning to the literature, scholars have found that relationship learning can increase relationship performance ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1080/0965254X.2010.537763", "ISSN" : "0965-254X", "abstract" : "This study attempts to uncover the mechanisms underlying the impact of relation-specific investment (RSI) on channel relationship performance. We distinguish between property-based RSI and knowledge-based RSI, which are argued to rely on different mediating paths to facilitate relationship performance. Specifically, property-based RSI stimulates formal contract, whereas knowledge-based RSI generates relational trust and relationship learning. However, relational trust exerts an adverse influence on the effectiveness of relationship learning. Results from an empirical study conducted in the context of China's marketing channel basically support the proposed model. Practically, this study suggests that in China's current marketing channels, channel members should prioritize knowledge-based RSI when making RSI into channels and pay special attention to relational trust cultivated by RSI.", "author" : [ { "dropping-particle" : "", "family" : "Zhao", "given" : "Yanhui", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Wang", "given" : "Guocai", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Strategic Marketing", "id" : "ITEM-1", "issue" : "1", "issued" : { "date-parts" : [ [ "2011" ] ] }, "page" : "57-71", "title" : "The impact of relation-specific investment on channel relationship performance: evidence from China", "type" : "article-journal", "volume" : "19" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=f7d45642-6c55-4f8f-a54f-057e7f2744b4" ] }, { "id" : "ITEM-2", "itemData" : { "DOI" : "10.1016/j.ibusrev.2011.05.005", "ISBN" : "0969-5931", "ISSN" : "09695931", "abstract" : "This paper investigates the factors influencing relationship learning in cross-border buyer-supplier relationships. 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This study further addresses the moderating effects of trust. ?? 2011 Elsevier Ltd.", "author" : [ { "dropping-particle" : "", "family" : "Liu", "given" : "C.-L E", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "International Business Review", "id" : "ITEM-2", "issue" : "3", "issued" : { "date-parts" : [ [ "2012" ] ] }, "page" : "311-327", "publisher" : "Elsevier Ltd", "title" : "An investigation of relationship learning in cross-border buyer-supplier relationships: The role of trust", "type" : "article-journal", "volume" : "21" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=c7365d9f-e6ba-4ac6-b931-6ddda4230943" ] }, { "id" : "ITEM-3", "itemData" : { "DOI" : "10.1108/02651331011037520", "ISBN" : "0265133101103", "ISSN" : "0265-1335", "abstract" : "There has been growing interest on how emerging country firms can improve collaborative relationships with their international supply chain partners and improve performance outcomes. This paper aims to develop and test a model which emphasizes how advanced information technology and relationship learning can help Taiwanese electronics firms to improve their working relationship with international buyers. Data were collected from 246 Taiwanese electronics firms which nurture relationships with international buyers. Structural equation modeling was employed to test the interrelationships between key concepts in the proposed conceptual model. The findings suggest that applied technological innovation, a key IT resource, can enhance relationship learning for suppliers in their dealings with international buyers. This in turn contributes to higher supplier innovativeness and relationship performance. Moreover, applied technological innovation can improve supplier innovativeness directly. Interestingly however, applied technological innovation does not directly contribute to relationship performance. 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The results of this study showed that relationship learning and absorptive capacity positively influence upon innovation performances of companies, and further have positive effects on competitive advantages of companies. In addition, this study divided the sample into three groups by the levels of relationship learning and absorptive capacity and found that there was a significant difference of innovation performance among these three groups: \u2018Highly Capable Companies\u2019, \u2018Medially Capable Companies\u2019, and \u2018Lowly Capable Companies\u2019. 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Fang, Fang, Chou, Yang, & Tsai, 2011)", "manualFormatting" : "(Chen, Lin, & Chang, 2009; Fang et al., 2011)", "plainTextFormattedCitation" : "(Chen, Lin, & Chang, 2009; S.-R. Fang, Fang, Chou, Yang, & Tsai, 2011)", "previouslyFormattedCitation" : "(Chen, Lin, & Chang, 2009; S.-R. Fang, Fang, Chou, Yang, & Tsai, 2011)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Chen, Lin, & Chang, 2009; Fang et al., 2011). Given the crucial impact of relationship learning on firm performance, more attention has been paid to the determinants of relationship learning. These determinants include environmental uncertainty ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "abstract" : "Exploitative Learning Performance", "author" : [ { "dropping-particle" : "", "family" : "Selnes", "given" : "Fred", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Sallis", "given" : "James", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Marketing", "id" : "ITEM-1", "issue" : "3", "issued" : { "date-parts" : [ [ "2003" ] ] }, "page" : "80-95", "title" : "Promoting Relationship Learning", "type" : "article-journal", "volume" : "67" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=3562eb5c-c381-4e4b-8613-456a64f8d133" ] }, { "id" : "ITEM-2", "itemData" : { "DOI" : "10.1016/j.jom.2010.01.003", "ISBN" : "0272-6963 U6 - ctx_ver=Z39.88-2004&ctx_enc=info%3Aofi%2Fenc%3AUTF-8&rfr_id=info:sid/summon.serialssolutions.com&rft_val_fmt=info:ofi/fmt:kev:mtx:journal&rft.genre=article&rft.atitle=Does+relationship+learning+lead+to+relationship+value%3F+A+cross-national+supply+chain+investigation&rft.jtitle=Journal+of+Operations+Management&rft.au=Cheung%2C+Mee-Shew&rft.au=Myers%2C+Matthew+B&rft.au=Mentzer%2C+John+T&rft.date=2010&rft.pub=Elsevier+B.V&rft.issn=0272-6963&rft.eissn=1873-1317&rft.volume=28&rft.issu", "ISSN" : "02726963", "abstract" : "In global business-to-business markets, shared resources between buyers and suppliers often result in competitive advantages and enhanced relationships between firms. Unfortunately, there is a paucity of research regarding learning capabilities between business partners in a cross-border setting. This study takes the approach to integrate customer value literature into interorganizational learning theory and adopts the often-neglected theoretical perspective of transaction value by contextualizing inter-firm collaboration in terms of relationship learning and value co-creation viewed by both the buyers and sellers in one single study. Through the development of a conceptual framework that examines how global environmental and inter-organizational conditions influence learning capabilities, the study investigates how relationship learning influences relationship value for both supplying and buying firms. Using a survey of 126 cross-border dyads in the industrial chemical, packaging, consumer durable, and apparel industries, the authors show how relationship learning is valued by both buyers and suppliers, and how it is critical when viewing the \"supplier as a customer.\" The results indicate the strategic nature of relationship learning in maintaining cross-border business-to-business relationships. Simultaneously, the findings provide evidence that cultural distance is not a significant influence on the firm's propensity to share knowledge with its global partners. It helps advance our understanding of the significance of cultural-pollination in the era of globalization. ?? 2010 Elsevier B.V. All rights reserved.", "author" : [ { "dropping-particle" : "", "family" : "Cheung", "given" : "Mee Shew", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Myers", "given" : "Matthew B.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Mentzer", "given" : "John T.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Operations Management", "id" : "ITEM-2", "issue" : "6", "issued" : { "date-parts" : [ [ "2010" ] ] }, "page" : "472-487", "title" : "Does relationship learning lead to relationship value? A cross-national supply chain investigation", "type" : "article-journal", "volume" : "28" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=8371a5d7-aae4-4afb-8f25-17675a0da108" ] } ], "mendeley" : { "formattedCitation" : "(Cheung, Myers, & Mentzer, 2010; Selnes & Sallis, 2003)", "plainTextFormattedCitation" : "(Cheung, Myers, & Mentzer, 2010; Selnes & Sallis, 2003)", "previouslyFormattedCitation" : "(Cheung, Myers, & Mentzer, 2010; Selnes & Sallis, 2003)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Cheung, Myers, & Mentzer, 2010; Selnes & Sallis, 2003), cross-cultural difference ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1016/j.ibusrev.2011.05.005", "ISBN" : "0969-5931", "ISSN" : "09695931", "abstract" : "This paper investigates the factors influencing relationship learning in cross-border buyer-supplier relationships. A conceptual model is developed by integrating organizational learning theory, relational governance and the resource-based view. Based on a cross-sectional sample of 160 firms in the information technology industry and a structural equation model, the findings show that learning intent, absorptive capacity and cross-cultural differences influence relationship learning. This study further addresses the moderating effects of trust. ?? 2011 Elsevier Ltd.", "author" : [ { "dropping-particle" : "", "family" : "Liu", "given" : "C.-L E", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "International Business Review", "id" : "ITEM-1", "issue" : "3", "issued" : { "date-parts" : [ [ "2012" ] ] }, "page" : "311-327", "publisher" : "Elsevier Ltd", "title" : "An investigation of relationship learning in cross-border buyer-supplier relationships: The role of trust", "type" : "article-journal", "volume" : "21" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=c7365d9f-e6ba-4ac6-b931-6ddda4230943" ] } ], "mendeley" : { "formattedCitation" : "(C.-L. E. Liu, 2012)", "manualFormatting" : "(Liu, 2012)", "plainTextFormattedCitation" : "(C.-L. E. Liu, 2012)", "previouslyFormattedCitation" : "(C.-L. E. Liu, 2012)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Liu, 2012), technology uncertainty ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1509/jimk.18.1.63", "ISBN" : "1069031X", "ISSN" : "1069-031X", "PMID" : "47974875", "abstract" : "Recently, relationship learning between supply chain members has drawn a great deal of attention in the literature. In the context of the international electronics supply chain, which is characterized by cultural differences and complexity of products, relationship learning is difficult to achieve and relies largely on close collaboration between partners. The authors build on the resource-based view of the firm and adopt a communication culture theory to examine drivers and performance outcomes of relationship learning in cross-border relationships in the electronics industry. They propose a research framework in which a firm's innovativeness orientation, trust, information technology advancement, and technological uncertainty are determinants of relationship learning. In the framework, they introduce the communication cultures of the supplier and buyer as a moderator. Using 246 electronics suppliers in relationships with international original equipment manufacturer customers, the authors empirically show that innovativeness orientation, trust, and technological uncertainty affect relationship learning positively. Furthermore, the communication cultures of the supplier and buyer moderate the effects of innovativeness orientation and technological uncertainty. The authors conclude with a discussion of the implications. [ABSTRACT FROM AUTHOR]", "author" : [ { "dropping-particle" : "", "family" : "Jean", "given" : "Ruey-Jer \u201cBryan\u201d", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Sinkovics", "given" : "Rudolf R", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Kim", "given" : "Daekwan", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of International Marketing", "id" : "ITEM-1", "issue" : "1", "issued" : { "date-parts" : [ [ "2010" ] ] }, "page" : "63-85", "title" : "Drivers and Performance Outcomes of Relationship Learning for Suppliers in Cross-Border Customer\u2013Supplier Relationships: The Role of Communication Culture", "type" : "article-journal", "volume" : "18" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=bba78b9e-cb11-45e9-98f1-1ac21ca10a44" ] } ], "mendeley" : { "formattedCitation" : "(Jean, Sinkovics, & Kim, 2010)", "plainTextFormattedCitation" : "(Jean, Sinkovics, & Kim, 2010)", "previouslyFormattedCitation" : "(Jean, Sinkovics, & Kim, 2010)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Jean, Sinkovics, & Kim, 2010), specific investments ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1080/0965254X.2010.537763", "ISSN" : "0965-254X", "abstract" : "This study attempts to uncover the mechanisms underlying the impact of relation-specific investment (RSI) on channel relationship performance. We distinguish between property-based RSI and knowledge-based RSI, which are argued to rely on different mediating paths to facilitate relationship performance. Specifically, property-based RSI stimulates formal contract, whereas knowledge-based RSI generates relational trust and relationship learning. However, relational trust exerts an adverse influence on the effectiveness of relationship learning. Results from an empirical study conducted in the context of China's marketing channel basically support the proposed model. Practically, this study suggests that in China's current marketing channels, channel members should prioritize knowledge-based RSI when making RSI into channels and pay special attention to relational trust cultivated by RSI.", "author" : [ { "dropping-particle" : "", "family" : "Zhao", "given" : "Yanhui", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Wang", "given" : "Guocai", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Strategic Marketing", "id" : "ITEM-1", "issue" : "1", "issued" : { "date-parts" : [ [ "2011" ] ] }, "page" : "57-71", "title" : "The impact of relation-specific investment on channel relationship performance: evidence from China", "type" : "article-journal", "volume" : "19" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=f7d45642-6c55-4f8f-a54f-057e7f2744b4" ] }, { "id" : "ITEM-2", "itemData" : { "DOI" : "10.1016/j.jom.2010.01.003", "ISBN" : "0272-6963 U6 - ctx_ver=Z39.88-2004&ctx_enc=info%3Aofi%2Fenc%3AUTF-8&rfr_id=info:sid/summon.serialssolutions.com&rft_val_fmt=info:ofi/fmt:kev:mtx:journal&rft.genre=article&rft.atitle=Does+relationship+learning+lead+to+relationship+value%3F+A+cross-national+supply+chain+investigation&rft.jtitle=Journal+of+Operations+Management&rft.au=Cheung%2C+Mee-Shew&rft.au=Myers%2C+Matthew+B&rft.au=Mentzer%2C+John+T&rft.date=2010&rft.pub=Elsevier+B.V&rft.issn=0272-6963&rft.eissn=1873-1317&rft.volume=28&rft.issu", "ISSN" : "02726963", "abstract" : "In global business-to-business markets, shared resources between buyers and suppliers often result in competitive advantages and enhanced relationships between firms. Unfortunately, there is a paucity of research regarding learning capabilities between business partners in a cross-border setting. This study takes the approach to integrate customer value literature into interorganizational learning theory and adopts the often-neglected theoretical perspective of transaction value by contextualizing inter-firm collaboration in terms of relationship learning and value co-creation viewed by both the buyers and sellers in one single study. Through the development of a conceptual framework that examines how global environmental and inter-organizational conditions influence learning capabilities, the study investigates how relationship learning influences relationship value for both supplying and buying firms. Using a survey of 126 cross-border dyads in the industrial chemical, packaging, consumer durable, and apparel industries, the authors show how relationship learning is valued by both buyers and suppliers, and how it is critical when viewing the \"supplier as a customer.\" The results indicate the strategic nature of relationship learning in maintaining cross-border business-to-business relationships. Simultaneously, the findings provide evidence that cultural distance is not a significant influence on the firm's propensity to share knowledge with its global partners. It helps advance our understanding of the significance of cultural-pollination in the era of globalization. ?? 2010 Elsevier B.V. All rights reserved.", "author" : [ { "dropping-particle" : "", "family" : "Cheung", "given" : "Mee Shew", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Myers", "given" : "Matthew B.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Mentzer", "given" : "John T.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Operations Management", "id" : "ITEM-2", "issue" : "6", "issued" : { "date-parts" : [ [ "2010" ] ] }, "page" : "472-487", "title" : "Does relationship learning lead to relationship value? A cross-national supply chain investigation", "type" : "article-journal", "volume" : "28" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=8371a5d7-aae4-4afb-8f25-17675a0da108" ] }, { "id" : "ITEM-3", "itemData" : { "DOI" : "10.1016/j.jwb.2007.06.008", "ISBN" : "1090-9516", "ISSN" : "10909516", "abstract" : "This study examines how suppliers who do not have bargaining power to protect relationship-specific investments (RSIs) can use safeguarding mechanisms to create transaction value in the context of asymmetric international subcontracting partnerships. From a supplier perspective, two different types of bilateral safeguarding mechanisms, relationship learning and relational capital, play discrete roles in the process of creating transaction value. Drawing on a resource-based view (RBV) of the firm, this study proposes that RSIs (a firm's resources), can enhance relationship learning (capabilities), which in turn, facilitates dyadic capability enhancing (joint competitive advantage). In addition, from a social capital perspective, relational capital facilitates relationship learning and strengthens the positive relationship between RSIs and relationship learning. Relationship learning plays the key role, and acts as the catalyst in transforming RSIs and relational capital into dyadic capability enhancing. The hypotheses are tested using data from a survey of 118 Taiwanese supplier-international buyer relationships in information technology industries. The study finds that relationship learning mediates the relationship between RSIs and dyadic capability enhancing, and that relational capital moderates the relationship between RSIs and relationship learning. ?? 2007 Elsevier Inc. All rights reserved.", "author" : [ { "dropping-particle" : "", "family" : "Chang", "given" : "Kuo Hsiung", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Gotcher", "given" : "Donald F.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of World Business", "id" : "ITEM-3", "issue" : "4", "issued" : { "date-parts" : [ [ "2007" ] ] }, "page" : "477-488", "title" : "Safeguarding investments and creation of transaction value in asymmetric international subcontracting relationships: The role of relationship learning and relational capital", "type" : "article-journal", "volume" : "42" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=e2cb7d4d-f89c-454f-9610-beeb3efd2a0b" ] } ], "mendeley" : { "formattedCitation" : "(Chang & Gotcher, 2007; Cheung et al., 2010; Y. Zhao & Wang, 2011)", "manualFormatting" : "(e.g. Chang & Gotcher, 2007; Cheung et al., 2010; Zhao & Wang, 2011)", "plainTextFormattedCitation" : "(Chang & Gotcher, 2007; Cheung et al., 2010; Y. Zhao & Wang, 2011)", "previouslyFormattedCitation" : "(Chang & Gotcher, 2007; Cheung et al., 2010; Y. Zhao & Wang, 2011)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(e.g. Chang & Gotcher, 2007; Cheung et al., 2010; Zhao & Wang, 2011), trust ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1509/jimk.18.1.63", "ISBN" : "1069031X", "ISSN" : "1069-031X", "PMID" : "47974875", "abstract" : "Recently, relationship learning between supply chain members has drawn a great deal of attention in the literature. In the context of the international electronics supply chain, which is characterized by cultural differences and complexity of products, relationship learning is difficult to achieve and relies largely on close collaboration between partners. The authors build on the resource-based view of the firm and adopt a communication culture theory to examine drivers and performance outcomes of relationship learning in cross-border relationships in the electronics industry. They propose a research framework in which a firm's innovativeness orientation, trust, information technology advancement, and technological uncertainty are determinants of relationship learning. In the framework, they introduce the communication cultures of the supplier and buyer as a moderator. Using 246 electronics suppliers in relationships with international original equipment manufacturer customers, the authors empirically show that innovativeness orientation, trust, and technological uncertainty affect relationship learning positively. Furthermore, the communication cultures of the supplier and buyer moderate the effects of innovativeness orientation and technological uncertainty. The authors conclude with a discussion of the implications. [ABSTRACT FROM AUTHOR]", "author" : [ { "dropping-particle" : "", "family" : "Jean", "given" : "Ruey-Jer \u201cBryan\u201d", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Sinkovics", "given" : "Rudolf R", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Kim", "given" : "Daekwan", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of International Marketing", "id" : "ITEM-1", "issue" : "1", "issued" : { "date-parts" : [ [ "2010" ] ] }, "page" : "63-85", "title" : "Drivers and Performance Outcomes of Relationship Learning for Suppliers in Cross-Border Customer\u2013Supplier Relationships: The Role of Communication Culture", "type" : "article-journal", "volume" : "18" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=bba78b9e-cb11-45e9-98f1-1ac21ca10a44" ] }, { "id" : "ITEM-2", "itemData" : { "abstract" : "Exploitative Learning Performance", "author" : [ { "dropping-particle" : "", "family" : "Selnes", "given" : "Fred", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Sallis", "given" : "James", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Marketing", "id" : "ITEM-2", "issue" : "3", "issued" : { "date-parts" : [ [ "2003" ] ] }, "page" : "80-95", "title" : "Promoting Relationship Learning", "type" : "article-journal", "volume" : "67" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=3562eb5c-c381-4e4b-8613-456a64f8d133" ] } ], "mendeley" : { "formattedCitation" : "(Jean et al., 2010; Selnes & Sallis, 2003)", "manualFormatting" : "(e.g. Cheung et al., 2010; Jean et al., 2010; Selnes & Sallis, 2003)", "plainTextFormattedCitation" : "(Jean et al., 2010; Selnes & Sallis, 2003)", "previouslyFormattedCitation" : "(Jean et al., 2010; Selnes & Sallis, 2003)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(e.g. Cheung et al., 2010; Jean et al., 2010; Selnes & Sallis, 2003), and collaborative commitment ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1016/j.indmarman.2005.03.006", "ISBN" : "0019-8501", "ISSN" : "00198501", "abstract" : "In spite of the increasingly recognized role of trade shows as a highly cost-effective medium, there are few established guidelines on how to capitalize on these meeting occasions. The relational view of competitive advantage, however, identifies relationship learning as an important avenue for creating differential advantage and supernormal profits in relationships. The purpose of this study is to develop a theoretical model explicating relationship-based learning activities growing out of trade shows, its determinants and performance effect. Specifically, it examines the roles of relationship properties of trade show participants, and collective inquiry approaches used for trade shows, in fostering learning between exhibitors and visitors. The model was tested by a sample of 414 exhibitor\u2013visitor relationship dyads identified at specific trade shows. The direct effect of relationship commitment, consensus, and collective inquiry on relationship learning at trade shows was confirmed. The powerful influence of relationship learning activities on relationship performance outcomes as perceived by exhibitors at trade shows was substantiated.", "author" : [ { "dropping-particle" : "", "family" : "Ling-yee", "given" : "Li", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Industrial Marketing Management", "id" : "ITEM-1", "issue" : "2", "issued" : { "date-parts" : [ [ "2006" ] ] }, "page" : "166-177", "title" : "Relationship learning at trade shows: Its antecedents and consequences", "type" : "article-journal", "volume" : "35" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=0bfb05b9-9bec-469a-9f24-38465830b7e3" ] } ], "mendeley" : { "formattedCitation" : "(Ling-yee, 2006)", "manualFormatting" : "(e.g. Ling-yee, 2006)", "plainTextFormattedCitation" : "(Ling-yee, 2006)", "previouslyFormattedCitation" : "(Ling-yee, 2006)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(e.g. Ling-yee, 2006) (See Table 1). The literature has provided some insights about the antecedents of relationship learning, however, the impact of governance mechanisms on relationship learning remains underexplored.

Partners in alliances are reluctant to share their knowledge for fear of losing advantages due to opportunistic behaviors, such as appropriating knowledge, cheating, and withholding information ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1509/jmkg.64.4.36.18070", "ISBN" : "0022-2429", "ISSN" : "0022-2429", "PMID" : "3789053", "abstract" : "Much of the recent literature on interfirm relationships has focused on strategies for controlling opportunism. Somewhat surprisingly, little attention has been paid in this literature to the opportunism construct itself. Specifically, prior research has failed to recognize the different types of behavior that are hidden behind the general opportunism label. As a consequence, the knowledge of strategies for managing opportunism remains incomplete. The authors review the original and emergent conceptualizations of opportunism and illustrate them using actual industry cases. The authors also develop a conceptual framework of governance strategies that can be used to manage different forms of opportunism.", "author" : [ { "dropping-particle" : "", "family" : "Wathne", "given" : "Kenneth H", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Heide", "given" : "Jan B", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Marketing", "id" : "ITEM-1", "issue" : "4", "issued" : { "date-parts" : [ [ "2000" ] ] }, "page" : "36-51", "title" : "Opportunism in Interfirm relationships: Forms, Outcomes, and Solutions", "type" : "article-journal", "volume" : "64" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=a6b289ed-99d8-4385-b255-5adfeeb58372" ] }, { "id" : "ITEM-2", "itemData" : { "DOI" : "10.1016/j.indmarman.2012.12.002", "ISBN" : "0019-8501", "ISSN" : "00198501", "abstract" : "Building on knowledge management literature and relational exchange theory, this study addresses how formal (i.e., ex ante contracts and ex post control) and informal mechanisms (i.e., trust) affect interfirm knowledge transfer in the Chinese emerging market. The results of a survey of 343 manufacturer-supplier relationships show that whereas formal control fosters knowledge transfer, contracts are not significantly related to knowledge transfer, and trust greatly facilitates knowledge flows between exchange relationships. Moreover, trust and contracts have a positive joint effect, whereas trust and control have a negative joint effect, on interfirm knowledge transfer. The findings provide important theoretical and managerial implications for interfirm knowledge governance in China. ?? 2012 Elsevier Inc.", "author" : [ { "dropping-particle" : "", "family" : "Zhang", "given" : "Qiyuan", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Zhou", "given" : "Kevin Zheng", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Industrial Marketing Management", "id" : "ITEM-2", "issue" : "5", "issued" : { "date-parts" : [ [ "2013" ] ] }, "page" : "783-791", "publisher" : "Elsevier Inc.", "title" : "Governing interfirm knowledge transfer in the Chinese market: The interplay of formal and informal mechanisms", "type" : "article-journal", "volume" : "42" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=fdc1e2f0-8f34-4f04-8354-bf86fbccbfca" ] } ], "mendeley" : { "formattedCitation" : "(Wathne & Heide, 2000; Zhang & Zhou, 2013)", "plainTextFormattedCitation" : "(Wathne & Heide, 2000; Zhang & Zhou, 2013)", "previouslyFormattedCitation" : "(Wathne & Heide, 2000; Zhang & Zhou, 2013)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Wathne & Heide, 2000; Zhang & Zhou, 2013). ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1002/smj", "ISBN" : "1097-0266", "ISSN" : "01432095", "PMID" : "875962929", "abstract" : "Absorptive capacity (ACAP) refers to a firm\u2019s ability to acquire, assimilate, transform, and exploit new knowledge. Research has yet to acknowledge the possibility of limits to the financial returns of this important strategic construct. This study suggests an inverted-U shaped relationship between ACAP and financial performance. Based on data from 285 technology-based small and medium enterprises, we observe gains within three prospective, secondary measures of growth to diminish beyond lower levels of ACAP, even turning negative and becoming harmful beyond intermediate levels. We find that entrepreneurial orientation (EO) moderates the ACAPperformance relationship, enhancing financial gains at lower levels of ACAP and mitigating the decline in financial performance at higher levels of ACAP. Further, with higher EO, higher ACAP can be achieved before financial returns diminish.", "author" : [ { "dropping-particle" : "", "family" : "Hoetker", "given" : "Glenn", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Mellewigt", "given" : "Thomas", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Strategic Management Journal", "id" : "ITEM-1", "issue" : "10", "issued" : { "date-parts" : [ [ "2009" ] ] }, "page" : "1025-1044", "title" : "Choice and Performance of governance mechanisms: matching alliance governance to asset type", "type" : "article-journal", "volume" : "30" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=59e2c40c-e72c-477f-9035-adeaf2570103" ] } ], "mendeley" : { "formattedCitation" : "(Hoetker & Mellewigt, 2009)", "manualFormatting" : "Hoetker and Mellewigt (2009: p.1025)", "plainTextFormattedCitation" : "(Hoetker & Mellewigt, 2009)", "previouslyFormattedCitation" : "(Hoetker & Mellewigt, 2009)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }Hoetker and Mellewigt (2009, p.1025) highlight that “successful alliances must accomplish two goals: coordinate the optimal combination of productive resources across parties and mitigate the risks of opportunistic behavior.” Although relationship learning is effective in coordinating resources ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1080/0965254X.2010.537763", "ISSN" : "0965-254X", "abstract" : "This study attempts to uncover the mechanisms underlying the impact of relation-specific investment (RSI) on channel relationship performance. We distinguish between property-based RSI and knowledge-based RSI, which are argued to rely on different mediating paths to facilitate relationship performance. Specifically, property-based RSI stimulates formal contract, whereas knowledge-based RSI generates relational trust and relationship learning. However, relational trust exerts an adverse influence on the effectiveness of relationship learning. Results from an empirical study conducted in the context of China's marketing channel basically support the proposed model. Practically, this study suggests that in China's current marketing channels, channel members should prioritize knowledge-based RSI when making RSI into channels and pay special attention to relational trust cultivated by RSI.", "author" : [ { "dropping-particle" : "", "family" : "Zhao", "given" : "Yanhui", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Wang", "given" : "Guocai", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Strategic Marketing", "id" : "ITEM-1", "issue" : "1", "issued" : { "date-parts" : [ [ "2011" ] ] }, "page" : "57-71", "title" : "The impact of relation-specific investment on channel relationship performance: evidence from China", "type" : "article-journal", "volume" : "19" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=f7d45642-6c55-4f8f-a54f-057e7f2744b4" ] }, { "id" : "ITEM-2", "itemData" : { "DOI" : "10.1509/jimk.18.1.63", "ISBN" : "1069031X", "ISSN" : "1069-031X", "PMID" : "47974875", "abstract" : "Recently, relationship learning between supply chain members has drawn a great deal of attention in the literature. In the context of the international electronics supply chain, which is characterized by cultural differences and complexity of products, relationship learning is difficult to achieve and relies largely on close collaboration between partners. The authors build on the resource-based view of the firm and adopt a communication culture theory to examine drivers and performance outcomes of relationship learning in cross-border relationships in the electronics industry. They propose a research framework in which a firm's innovativeness orientation, trust, information technology advancement, and technological uncertainty are determinants of relationship learning. In the framework, they introduce the communication cultures of the supplier and buyer as a moderator. Using 246 electronics suppliers in relationships with international original equipment manufacturer customers, the authors empirically show that innovativeness orientation, trust, and technological uncertainty affect relationship learning positively. Furthermore, the communication cultures of the supplier and buyer moderate the effects of innovativeness orientation and technological uncertainty. The authors conclude with a discussion of the implications. [ABSTRACT FROM AUTHOR]", "author" : [ { "dropping-particle" : "", "family" : "Jean", "given" : "Ruey-Jer \u201cBryan\u201d", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Sinkovics", "given" : "Rudolf R", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Kim", "given" : "Daekwan", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of International Marketing", "id" : "ITEM-2", "issue" : "1", "issued" : { "date-parts" : [ [ "2010" ] ] }, "page" : "63-85", "title" : "Drivers and Performance Outcomes of Relationship Learning for Suppliers in Cross-Border Customer\u2013Supplier Relationships: The Role of Communication Culture", "type" : "article-journal", "volume" : "18" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=bba78b9e-cb11-45e9-98f1-1ac21ca10a44" ] }, { "id" : "ITEM-3", "itemData" : { "DOI" : "10.1016/j.ibusrev.2011.05.005", "ISBN" : "0969-5931", "ISSN" : "09695931", "abstract" : "This paper investigates the factors influencing relationship learning in cross-border buyer-supplier relationships. A conceptual model is developed by integrating organizational learning theory, relational governance and the resource-based view. Based on a cross-sectional sample of 160 firms in the information technology industry and a structural equation model, the findings show that learning intent, absorptive capacity and cross-cultural differences influence relationship learning. This study further addresses the moderating effects of trust. ?? 2011 Elsevier Ltd.", "author" : [ { "dropping-particle" : "", "family" : "Liu", "given" : "C.-L E", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "International Business Review", "id" : "ITEM-3", "issue" : "3", "issued" : { "date-parts" : [ [ "2012" ] ] }, "page" : "311-327", "publisher" : "Elsevier Ltd", "title" : "An investigation of relationship learning in cross-border buyer-supplier relationships: The role of trust", "type" : "article-journal", "volume" : "21" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=c7365d9f-e6ba-4ac6-b931-6ddda4230943" ] }, { "id" : "ITEM-4", "itemData" : { "DOI" : "10.1016/j.jom.2010.01.003", "ISBN" : "0272-6963 U6 - ctx_ver=Z39.88-2004&ctx_enc=info%3Aofi%2Fenc%3AUTF-8&rfr_id=info:sid/summon.serialssolutions.com&rft_val_fmt=info:ofi/fmt:kev:mtx:journal&rft.genre=article&rft.atitle=Does+relationship+learning+lead+to+relationship+value%3F+A+cross-national+supply+chain+investigation&rft.jtitle=Journal+of+Operations+Management&rft.au=Cheung%2C+Mee-Shew&rft.au=Myers%2C+Matthew+B&rft.au=Mentzer%2C+John+T&rft.date=2010&rft.pub=Elsevier+B.V&rft.issn=0272-6963&rft.eissn=1873-1317&rft.volume=28&rft.issu", "ISSN" : "02726963", "abstract" : "In global business-to-business markets, shared resources between buyers and suppliers often result in competitive advantages and enhanced relationships between firms. Unfortunately, there is a paucity of research regarding learning capabilities between business partners in a cross-border setting. This study takes the approach to integrate customer value literature into interorganizational learning theory and adopts the often-neglected theoretical perspective of transaction value by contextualizing inter-firm collaboration in terms of relationship learning and value co-creation viewed by both the buyers and sellers in one single study. Through the development of a conceptual framework that examines how global environmental and inter-organizational conditions influence learning capabilities, the study investigates how relationship learning influences relationship value for both supplying and buying firms. Using a survey of 126 cross-border dyads in the industrial chemical, packaging, consumer durable, and apparel industries, the authors show how relationship learning is valued by both buyers and suppliers, and how it is critical when viewing the \"supplier as a customer.\" The results indicate the strategic nature of relationship learning in maintaining cross-border business-to-business relationships. Simultaneously, the findings provide evidence that cultural distance is not a significant influence on the firm's propensity to share knowledge with its global partners. It helps advance our understanding of the significance of cultural-pollination in the era of globalization. ?? 2010 Elsevier B.V. All rights reserved.", "author" : [ { "dropping-particle" : "", "family" : "Cheung", "given" : "Mee Shew", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Myers", "given" : "Matthew B.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Mentzer", "given" : "John T.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Operations Management", "id" : "ITEM-4", "issue" : "6", "issued" : { "date-parts" : [ [ "2010" ] ] }, "page" : "472-487", "title" : "Does relationship learning lead to relationship value? A cross-national supply chain investigation", "type" : "article-journal", "volume" : "28" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=8371a5d7-aae4-4afb-8f25-17675a0da108" ] } ], "mendeley" : { "formattedCitation" : "(Cheung et al., 2010; Jean et al., 2010; C.-L. E. Liu, 2012; Y. Zhao & Wang, 2011)", "manualFormatting" : "(Cheung, Myers, & Mentzer, 2010; Jean, Sinkovics, & Kim, 2010; Liu, 2012; Zhao & Wang, 2011)", "plainTextFormattedCitation" : "(Cheung et al., 2010; Jean et al., 2010; C.-L. E. Liu, 2012; Y. Zhao & Wang, 2011)", "previouslyFormattedCitation" : "(Cheung et al., 2010; Jean et al., 2010; C.-L. E. Liu, 2012; Y. Zhao & Wang, 2011)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Cheung, Myers, & Mentzer, 2010; Jean, Sinkovics, & Kim, 2010; Liu, 2012; Zhao & Wang, 2011), it is not powerful to curb opportunistic behaviors. Instead, opportunistic behaviors prevent partners from conducting relationship learning since they reduce trust between partners ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1177/1356766710391135", "ISBN" : "0887604021", "ISSN" : "08876045", "PMID" : "9408160246", "abstract" : "For casinos involved in targeting high-end clients, relationship building and customer retention are important marketing activities. This paper investigates the effectiveness of two marketing approaches, namely customer orientation and adaptability. The paper explores how these approaches influence the performance of frontline employees operating in the casino high-end market. The investigation involved a survey administered to frontline service representatives within the VIP gaming areas of one of the worlds largest casinos. The questionnaire focused on the issues of customer orientation, adaptability and service performance. Various statistical analyses including multiple regression were deployed to analyse the data generated by the 152 valid responses. It is concluded that relationship-oriented selling behaviours are significant predictors of service performance. The predictive capacity of adaptability was particularly strong in terms of the criterion variable.", "author" : [ { "dropping-particle" : "", "family" : "Morgan", "given" : "Robert M", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Hunt", "given" : "Shelby D", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Marketing", "id" : "ITEM-1", "issue" : "3", "issued" : { "date-parts" : [ [ "1994" ] ] }, "page" : "20-38", "title" : "The Commitment-Trust Theory of Relationship Marketing", "type" : "article-journal", "volume" : "58" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=00922fb0-b744-49d7-a31b-9214efdafb74" ] } ], "mendeley" : { "formattedCitation" : "(Morgan & Hunt, 1994)", "plainTextFormattedCitation" : "(Morgan & Hunt, 1994)", "previouslyFormattedCitation" : "(Morgan & Hunt, 1994)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Morgan & Hunt, 1994), increase conflicts between partners ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1016/j.indmarman.2005.06.013", "ISBN" : "0019-8501", "ISSN" : "00198501", "abstract" : "In their attempt to compete successfully in foreign markets, exporting firms must comprehend the decision-making and attitude of their overseas customers. Yet, there is a noticeable lack of research dealing with the import behavior of the firm. Focusing on import distributor firms trading with export manufacturers of industrial products, this study investigates the role of functional conflict in importer-exporter relationships. Results indicate that functional conflict is related positively to exporter cultural sensitivity and asset specificity and negatively to exporter opportunism. More importantly, importers' future purchase intentions are associated negatively with opportunism and positively with asset specificity and functional conflict. Theoretical and managerial implications of the findings are discussed along with suggestions for future research. \u00a9 2006 Elsevier Inc. All rights reserved.", "author" : [ { "dropping-particle" : "", "family" : "Skarmeas", "given" : "Dionysis", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Industrial Marketing Management", "id" : "ITEM-1", "issue" : "5", "issued" : { "date-parts" : [ [ "2006" ] ] }, "page" : "567-575", "title" : "The role of functional conflict in international buyer-seller relationships: Implications for industrial exporters", "type" : "article-journal", "volume" : "35" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=b24bb7e2-abb2-4038-b0f0-f7dd1cdc6d8c" ] } ], "mendeley" : { "formattedCitation" : "(Skarmeas, 2006)", "plainTextFormattedCitation" : "(Skarmeas, 2006)", "previouslyFormattedCitation" : "(Skarmeas, 2006)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Skarmeas, 2006), and damage relationship quality ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1007/s11747-012-0310-9", "ISBN" : "0092-0703", "ISSN" : "00920703", "PMID" : "84621015", "abstract" : "Fostering and maintaining buyer-supplier relationships is a fundamental premise of many channel initiatives. Indeed, these relationships may culminate in significant performance enhancements and competitive advantage. Yet these relationships may also result in competitively harmful events such as partner opportunism. Despite this potential competitive erosion, there is a lack of studies examining the interplay between the drivers and deterrents of opportunism. By building on transaction cost economics and social capital theory, we examine, via a sample of 400 manufacturing firms in China, how the interplay between drivers (relationship-specific investments and behavioral uncertainty) and deterrents (inter-firm social capital) of opportunism affect partner opportunism in buyer-supplier exchanges. The significance of this interplay between the drivers and deterrents sheds new light on how a firm can leverage social capital to curb the harmful effects of opportunism.", "author" : [ { "dropping-particle" : "", "family" : "Wang", "given" : "Qiong", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Li", "given" : "Julie Juan", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Ross", "given" : "William T.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Craighead", "given" : "Christopher W.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of the Academy of Marketing Science", "id" : "ITEM-1", "issue" : "1", "issued" : { "date-parts" : [ [ "2013" ] ] }, "page" : "111-131", "title" : "The interplay of drivers and deterrents of opportunism in buyer-supplier relationships", "type" : "article-journal", "volume" : "41" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=c70a583c-7aea-453f-9915-9462f4b7fc6a" ] }, { "id" : "ITEM-2", "itemData" : { "DOI" : "10.1007/s11747-007-0081-x", "ISBN" : "00920703", "ISSN" : "00920703", "PMID" : "32504435", "abstract" : "The potential to engage in opportunism is a central theme in institutional economics, yet prior research has not quantitatively reviewed the role of opportunism in marketing research. This study uses meta-analytic techniques to synthesize research on opportunism conducted over the last quarter century. The analysis of 183 effect sizes extracted from 54 publications from the period 1982 to 2005 offers some support to extant channel theory. The research also indicates that the informant's frame of reference and the research design significantly influence the observed effects. Implications of the findings and future research directions are discussed.", "author" : [ { "dropping-particle" : "", "family" : "Crosno", "given" : "Jody L.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Dahlstrom", "given" : "Robert", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of the Academy of Marketing Science", "id" : "ITEM-2", "issue" : "2", "issued" : { "date-parts" : [ [ "2008" ] ] }, "page" : "191-201", "title" : "A meta-analytic review of opportunism in exchange relationships", "type" : "article-journal", "volume" : "36" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=1eba3bf9-6142-4c9e-95cc-94bdc887b483" ] } ], "mendeley" : { "formattedCitation" : "(Crosno & Dahlstrom, 2008; Q. Wang, Li, Ross, & Craighead, 2013)", "manualFormatting" : "(Crosno & Dahlstrom, 2008; Wang, Li, Ross, & Craighead, 2013)", "plainTextFormattedCitation" : "(Crosno & Dahlstrom, 2008; Q. Wang, Li, Ross, & Craighead, 2013)", "previouslyFormattedCitation" : "(Crosno & Dahlstrom, 2008; Q. Wang, Li, Ross, & Craighead, 2013)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Crosno & Dahlstrom, 2008; Wang, Li, Ross, & Craighead, 2013). The literature suggests that in order to suppress opportunistic behaviors, partners need to implement governance mechanisms, which can align partners’ behaviors with the objectives of alliances ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "author" : [ { "dropping-particle" : "", "family" : "Williamson", "given" : "O.E.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "id" : "ITEM-1", "issued" : { "date-parts" : [ [ "1985" ] ] }, "publisher" : "Free Press", "publisher-place" : "New York", "title" : "The Economic Institutions of Capitalism: Frims, Markets, Relational Contracting", "type" : "book" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=81d0e88b-d4d9-43cf-8c1e-889db4510d8a" ] }, { "id" : "ITEM-2", "itemData" : { "DOI" : "10.2307/1252252", "ISBN" : "0022-2429", "ISSN" : "0022-2429", "PMID" : "9406201510", "abstract" : "Relationship management rapidly is becoming a central research paradigm in the marketing channels literature. A growing body of conceptual and empirical literature addresses different aspects of interfirm relationships, building in part on recent theoretical developments in organization theory, law, and economics. Interestingly, however, some of these theoretical frameworks make radically different assumptions about the nature of interfirm relationships, though these differences to date have not been examined systematically in the marketing literature. The author reviews these theoretical perspectives and develops a formal typology of approaches to relationship management. Specifically, he develops a typology of three different forms of governance, which vary systematically in terms of how specific interfirm processes are carried out. He also discusses the antecendents of different relationship forms and shows the results of a preliminary empirical test. [ABSTRACT FROM AUTHOR] Copyright of Journal of Marketing is the property of American Marketing Association and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract. (Copyright applies to all Abstracts.)", "author" : [ { "dropping-particle" : "", "family" : "Heide", "given" : "Jan B", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Marketing", "id" : "ITEM-2", "issue" : "1", "issued" : { "date-parts" : [ [ "1994" ] ] }, "page" : "71-85", "title" : "Interorganizational Governance in Marketing Channels", "type" : "article-journal", "volume" : "58" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=cfecc1fc-6755-419e-bf7e-1cdc07471cbc" ] }, { "id" : "ITEM-3", "itemData" : { "DOI" : "10.1509/jmkr.37.2.227.18735", "ISBN" : "0022-2437", "ISSN" : "0022-2437", "PMID" : "235237679", "abstract" : "Powerful suppliers often require retailers to make significant idiosyncratic investments to improve coordination between organizations and to enhance the supplier's presence in the end market. The authors examine how a retailer might better manage the hold-up potential of these transaction-specific investments (TSIs) through the use of three control mechanisms: supplier's TSIs; the development of relational norms; and the use of explicit contracts. Moreover; the authors consider the time-dependent nature of these mechanisms by observing their effects on commitment over the course of a relationship life cycle. The results indicate that (1) a retailer's TSIs have a negative effect on its perceptions of supplier commitment; (2) a supplier's TSIs and relational norms increase the retailer's perception of supplier commitment; whereas explicit contracts are associated with perceptions of lower supplier commitment; and (3) each of the three control mechanisms moderates the negative impact of retailer investments on perceptions of supplier commitment contingent on the relationship phase. Specifically; bilateral TSIs enhance commitment in the exploration phase and a positive effect during the decline phase. The results also indicate that the retailer's perceptions of supplier commitment are positively related to its evaluation of supplier performance and satisfaction and negatively related to conflict.", "author" : [ { "dropping-particle" : "", "family" : "Jap", "given" : "Sandy D.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Ganesan", "given" : "Shankar", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Marketing Research", "id" : "ITEM-3", "issue" : "2", "issued" : { "date-parts" : [ [ "2000" ] ] }, "page" : "227-245", "title" : "Control Mechanisms and the Relationship Life Cycle: Implications for Safeguarding Specific Investments and Developing Commitment", "type" : "article-journal", "volume" : "37" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=5959b54f-2902-4f5c-aad5-032718bc301c" ] }, { "id" : "ITEM-4", "itemData" : { "DOI" : "10.1016/j.jom.2008.09.004", "ISSN" : "02726963", "author" : [ { "dropping-particle" : "", "family" : "Liu", "given" : "Yi", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Luo", "given" : "Yadong", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Liu", "given" : "Ting", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Operations Management", "id" : "ITEM-4", "issue" : "4", "issued" : { "date-parts" : [ [ "2009" ] ] }, "page" : "294-309", "title" : "Governing buyer\u2013supplier relationships through transactional and relational mechanisms: Evidence from China", "type" : "article-journal", "volume" : "27" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=28094b63-2c5a-45d4-9e2f-374ec034934e" ] }, { "id" : "ITEM-5", "itemData" : { "DOI" : "10.1016/j.jom.2014.09.009", "ISBN" : "02726963", "ISSN" : "02726963", "PMID" : "100874991", "abstract" : "Although extant literature has shown that formal contracts and relational governance play a key role in interorganizational relationships, the nature of their interplay still remains equivocal. To better understand the relationships between contractual and relational governance, we conducted a qualitative review and meta-analysis of the existing literature. Meta-analytic results from 33,051 interorganizational relationships across 149 empirical studies have indicated that contractual governance is positively related to both sides of relational governance - trust and relational norms. Our results have also indicated that contracts, trust, and relational norms jointly improve satisfaction and relationship performance and jointly reduce opportunism. These findings provide strong evidence for the complementarity arguments of the contractual-relational governance relationships and their joint impacts on performance. We also found that the mutual relationships between contractual and relational governance are moderated by the institutional environments, the interorganizational relationship type and length, and the construct measurement of contracts. Overall, this study provides new insights on when contractual and relational governance complement or substitute each other. We discuss the implications of our study for theory and practice and propose a research agenda for future research on governance in interorganizational relationships.", "author" : [ { "dropping-particle" : "", "family" : "Cao", "given" : "Zhi", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Lumineau", "given" : "Fabrice", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Operations Management", "id" : "ITEM-5", "issued" : { "date-parts" : [ [ "2015" ] ] }, "page" : "15-42", "title" : "Revisiting the interplay between contractual and relational governance: A qualitative and meta-analytic investigation", "type" : "article-journal", "volume" : "33-34" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=d0d72fde-76d9-480a-9584-53a0776a4db7" ] }, { "id" : "ITEM-6", "itemData" : { "DOI" : "10.1016/j.jbusres.2016.12.024", "ISSN" : "01482963", "abstract" : "Transferring a quantity of credible knowledge is a key competitive advantage for vertical relationships in an emerging economy. Distinct from extant research focused on the relational performance of and opportunism in channel relationships or knowledge transfer in horizontal alliances, this study investigates knowledge transfer in vertical relationships and considers how transactional and relational mechanisms differentially affect knowledge transfer quantity and credibility. Hierarchical regression analyses of 225 paired buyers and suppliers in China revealed that both transactional and relational mechanisms effectively improve quantity and credibility; within a transactional mechanism framework, contracts more effectively increase quantity, whereas transaction-specific investments do not increase credibility more effectively than contracts; and trust more effectively improves both quantity and credibility in the relational mechanism framework than personal relationships. These findings provide new insights for the knowledge management literature and practices in vertical relationships.", "author" : [ { "dropping-particle" : "", "family" : "Liu", "given" : "Yi", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Li", "given" : "Yao", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Shi", "given" : "Linda Hui", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Liu", "given" : "Ting", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Business Research", "id" : "ITEM-6", "issued" : { "date-parts" : [ [ "2017" ] ] }, "page" : "285-293", "publisher" : "Elsevier Inc.", "title" : "Knowledge transfer in buyer-supplier relationships: The role of transactional and relational governance mechanisms", "type" : "article-journal", "volume" : "78" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=bbf6574a-c815-4804-9256-2998ec197c18" ] } ], "mendeley" : { "formattedCitation" : "(Cao & Lumineau, 2015; Heide, 1994; Jap & Ganesan, 2000; Y. Liu, Li, Shi, & Liu, 2017; Y. Liu, Luo, & Liu, 2009; Williamson, 1985)", "manualFormatting" : "(Cao & Lumineau, 2015; Heide, 1994; Jap & Ganesan, 2000; Liu, Luo, & Liu, 2009; Williamson, 1985)", "plainTextFormattedCitation" : "(Cao & Lumineau, 2015; Heide, 1994; Jap & Ganesan, 2000; Y. Liu, Li, Shi, & Liu, 2017; Y. Liu, Luo, & Liu, 2009; Williamson, 1985)", "previouslyFormattedCitation" : "(Cao & Lumineau, 2015; Heide, 1994; Jap & Ganesan, 2000; Y. Liu, Li, Shi, & Liu, 2017; Y. Liu, Luo, & Liu, 2009; Williamson, 1985)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Cao & Lumineau, 2015; Heide, 1994; Jap & Ganesan, 2000; Liu, Luo, & Liu, 2009; Williamson, 1985). Without effective governance mechanisms, partners cannot effectively conduct relationship learning to achieve their objectives due to the fear of opportunistic behaviors. Surprisingly, the question of how governance mechanisms influence relationship learning has not been answered very well in the literature. This research aims to fill the gap.

Today, in order to achieve competitive advantages in the ever-fierce market, firms tend to establish innovation alliances, where they jointly acquire and utilize knowledge for developing new products or processes ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "abstract" : "In this article, the authors examine the acquisition and utilization of information in new product alliances. Drawing from research in social network theory with a focus on the strength-of-ties literature, the authors suggest that hor- izontal alliances have lower levels of relational embeddedness and higher levels of knowledge redundancy than vertical alliances. The authors then suggest that though embeddedness enhances both the acquisition and utilization of information in alliances, redundancy diminishes information acquisition but enhances information utilization. The authors test these ideas using a sample of 106 U.S. firms that recently have participated in new product alliances. Although the results are broadly supportive of the predictions, they are also surprising because they question key underlying assumptions of the strength-of-ties literature. For example, closely tied individual actors are typically assumed to share both high levels of embeddedness and high levels of redundancy, but the present research finds that this assumption does not hold for organizational actors. The authors discuss the implications of these findings specifically for new product alliances and for research on tie strength among organizations in general", "author" : [ { "dropping-particle" : "", "family" : "Rindfleisch", "given" : "Aric", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Moorman", "given" : "Christine", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Marketing", "id" : "ITEM-1", "issue" : "2", "issued" : { "date-parts" : [ [ "2001" ] ] }, "page" : "1-18", "title" : "Utilization of and Acquisition in New Alliances: A Strength-of-Ties Perspective", "type" : "article-journal", "volume" : "65" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=bb2fcc1c-e592-4328-8087-5f33210aafed" ] }, { "id" : "ITEM-2", "itemData" : { "DOI" : "10.1016/j.jbusres.2016.01.004", "ISSN" : "01482963", "abstract" : "Managers and researchers discuss the high potentials of business model innovation (BMI) that may bank upon alliances' value creation potentials. Yet, which circumstances allow best capture value from BMI? This paper's study investigates how firm size and age, the firm's alliance experience, and the alliance duration influence value capture from BMI. BMI has a positive effect on return on equity (ROE), even stronger for firms with greater alliance experience. Besides hypotheses testing, the study delivers insights about configurations of BMI, ROE, firm size and age as well as the firm's previous alliance experience and the alliance duration. FsQCA shows configurations to low, medium, and high ROE.", "author" : [ { "dropping-particle" : "", "family" : "Bouncken", "given" : "Ricarda B.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Fredrich", "given" : "Viktor", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Business Research", "id" : "ITEM-2", "issue" : "9", "issued" : { "date-parts" : [ [ "2016" ] ] }, "page" : "3584-3590", "publisher" : "Elsevier Inc.", "title" : "Business model innovation in alliances: Successful configurations", "type" : "article-journal", "volume" : "69" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=41cd3dc6-b16c-4da9-b927-f1be6090a553" ] }, { "id" : "ITEM-3", "itemData" : { "DOI" : "10.1509/jm.13.0490", "ISSN" : "0022-2429", "abstract" : "Upstream biotech firms (i.e., upstream partners) and downstream pharmaceutical firms (i.e., downstream partners) often form alliances to cope with performance uncertainty and to exploit product specificity in new product development. Although the performance implications of such alliances have been investigated, research has not offered insight into how the timing of such codevelopment alliances influences partner returns. The authors develop and test predictions that timing changes the costs and benefits accruing to upstream and downstream partners and that the effect of timing is influenced by a set of alliance, firm, and market conditions. An event study of 276 codevelopment agreements between biotech and pharmaceutical firms during 1998\u20132010 reveals that alliance governance structure, partner technological capability, and the competitiveness of market environments change the abnormal returns achieved by partners entering these relationships in important ways.", "author" : [ { "dropping-particle" : "", "family" : "Fang", "given" : "Eric Er", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Lee", "given" : "Jongkuk", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Yang", "given" : "Zhi", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Marketing", "id" : "ITEM-3", "issue" : "1", "issued" : { "date-parts" : [ [ "2015" ] ] }, "page" : "64-82", "title" : "The Timing of Codevelopment Alliances in New Product Development Processes: Returns for Upstream and Downstream Partners", "type" : "article-journal", "volume" : "79" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=7c128a9b-15b5-4b0b-a2ed-f698318f5465" ] }, { "id" : "ITEM-4", "itemData" : { "DOI" : "10.1509/jmkg.75.5.34", "ISBN" : "00222429", "ISSN" : "0022-2429", "PMID" : "64342087", "abstract" : "x", "author" : [ { "dropping-particle" : "", "family" : "Noordhoff", "given" : "Corine S", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Kyriakopoulos", "given" : "Kyriakos", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Moorman", "given" : "Christine", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Pauwels", "given" : "Pieter", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Dellaert", "given" : "Benedict G.C", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Marketing", "id" : "ITEM-4", "issue" : "5", "issued" : { "date-parts" : [ [ "2011" ] ] }, "page" : "34-52", "title" : "The Bright Side and Dark Side of Embedded Ties in Business-to-Business Innovation", "type" : "article-journal", "volume" : "75" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=2dc6098d-760a-4559-9c2e-5ca5b0c8ef57" ] } ], "mendeley" : { "formattedCitation" : "(Bouncken & Fredrich, 2016; E. E. Fang, Lee, & Yang, 2015; Noordhoff, Kyriakopoulos, Moorman, Pauwels, & Dellaert, 2011; Rindfleisch & Moorman, 2001)", "manualFormatting" : "(Bouncken & Fredrich, 2016; Fang, Lee, & Yang, 2015; Noordhoff, Kyriakopoulos, Moorman, Pauwels, & Dellaert, 2011; Rindfleisch & Moorman, 2001)", "plainTextFormattedCitation" : "(Bouncken & Fredrich, 2016; E. E. Fang, Lee, & Yang, 2015; Noordhoff, Kyriakopoulos, Moorman, Pauwels, & Dellaert, 2011; Rindfleisch & Moorman, 2001)", "previouslyFormattedCitation" : "(Bouncken & Fredrich, 2016; E. E. Fang, Lee, & Yang, 2015; Noordhoff, Kyriakopoulos, Moorman, Pauwels, & Dellaert, 2011; Rindfleisch & Moorman, 2001)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Bouncken & Fredrich, 2016; Fang, Lee, & Yang, 2015; Noordhoff, Kyriakopoulos, Moorman, Pauwels, & Dellaert, 2011; Rindfleisch & Moorman, 2001). In August 2017, for example, Toyota and Mazda announced an alliance to jointly develop technology for electric vehicles and collaborate on advanced safety technology. The literature has revealed that relationship learning benefits innovation alliances since it not only emphasizes knowledge acquisition by sharing information, but also highlights the generation of new ideas by integrating the acquired knowledge into prior knowledge ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1016/j.indmarman.2008.12.003", "ISBN" : "0019-8501", "ISSN" : "00198501", "abstract" : "This study utilized structural equations modeling (SEM) to explore the positive effects of relationship learning and absorptive capacity on competitive advantages of companies through their innovation performances in Taiwanese manufacturing industry. The results of this study showed that relationship learning and absorptive capacity positively influence upon innovation performances of companies, and further have positive effects on competitive advantages of companies. In addition, this study divided the sample into three groups by the levels of relationship learning and absorptive capacity and found that there was a significant difference of innovation performance among these three groups: \u2018Highly Capable Companies\u2019, \u2018Medially Capable Companies\u2019, and \u2018Lowly Capable Companies\u2019. It is important for \u2018Lowly Capable Companies\u2019 to increase both of their relationship learning and absorptive capacity to enhance their innovation performances.", "author" : [ { "dropping-particle" : "", "family" : "Chen", "given" : "Yu-Shan", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Lin", "given" : "Ming-Ji James", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Chang", "given" : "Ching-Hsun", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Industrial Marketing Management", "id" : "ITEM-1", "issue" : "2", "issued" : { "date-parts" : [ [ "2009" ] ] }, "page" : "152-158", "publisher" : "Elsevier Inc.", "title" : "The positive effects of relationship learning and absorptive capacity on innovation performance and competitive advantage in industrial markets", "type" : "article-journal", "volume" : "38" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=bfe30bc7-51b8-4044-a19f-c8d543907d4f" ] }, { "id" : "ITEM-2", "itemData" : { "DOI" : "10.1016/j.indmarman.2011.02.005", "ISBN" : "0019-8501", "ISSN" : "00198501", "abstract" : "This study investigates the relationship between relationship learning and innovation. It discusses the difference and relationship between knowledge flow and knowledge stock as embodied in relationship learning. Results show that information sharing and joint sensemaking (knowledge flow) are positively associated with relationship-specific memory (knowledge stock), and indirectly influence both explorative and exploitative innovation through their effects on relationship-specific memory. This study also examines the role of learning intent of individual firms in relationship learning. Results indicate that stronger learning intent enhances the effect of information sharing on relationship-specific memory. Finally, the study discusses several implications of this research and offers suggestions for future research.", "author" : [ { "dropping-particle" : "", "family" : "Fang", "given" : "Shyh-Rong", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Fang", "given" : "Shih-Chieh", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Chou", "given" : "Chia-Hui", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Yang", "given" : "Shu-Mi", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Tsai", "given" : "Fu-Sheng", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Industrial Marketing Management", "id" : "ITEM-2", "issue" : "5", "issued" : { "date-parts" : [ [ "2011" ] ] }, "page" : "743-753", "publisher" : "Elsevier Inc.", "title" : "Relationship learning and innovation: The role of relationship-specific memory", "type" : "article-journal", "volume" : "40" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=296c3042-718d-46ed-87c9-fd8c4ca8d460" ] } ], "mendeley" : { "formattedCitation" : "(Chen et al., 2009; S.-R. Fang et al., 2011)", "manualFormatting" : "(Chen, Lin, & Chang, 2009; Fang, Fang, Chou, Yang, & Tsai, 2011)", "plainTextFormattedCitation" : "(Chen et al., 2009; S.-R. Fang et al., 2011)", "previouslyFormattedCitation" : "(Chen et al., 2009; S.-R. Fang et al., 2011)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Chen, Lin, & Chang, 2009; Fang, Fang, Chou, Yang, & Tsai, 2011). This research is going to investigate the impact of governance mechanisms on relationship learning in the context of innovation alliances.

This study contributes to the literature in multiple ways. First, this study investigates the impact of governance mechanisms on relationship learning. Governance mechanisms in partnerships include transactional and relational mechanisms ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1016/j.jom.2014.09.009", "ISBN" : "02726963", "ISSN" : "02726963", "PMID" : "100874991", "abstract" : "Although extant literature has shown that formal contracts and relational governance play a key role in interorganizational relationships, the nature of their interplay still remains equivocal. To better understand the relationships between contractual and relational governance, we conducted a qualitative review and meta-analysis of the existing literature. Meta-analytic results from 33,051 interorganizational relationships across 149 empirical studies have indicated that contractual governance is positively related to both sides of relational governance - trust and relational norms. Our results have also indicated that contracts, trust, and relational norms jointly improve satisfaction and relationship performance and jointly reduce opportunism. These findings provide strong evidence for the complementarity arguments of the contractual-relational governance relationships and their joint impacts on performance. We also found that the mutual relationships between contractual and relational governance are moderated by the institutional environments, the interorganizational relationship type and length, and the construct measurement of contracts. Overall, this study provides new insights on when contractual and relational governance complement or substitute each other. We discuss the implications of our study for theory and practice and propose a research agenda for future research on governance in interorganizational relationships.", "author" : [ { "dropping-particle" : "", "family" : "Cao", "given" : "Zhi", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Lumineau", "given" : "Fabrice", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Operations Management", "id" : "ITEM-1", "issued" : { "date-parts" : [ [ "2015" ] ] }, "page" : "15-42", "title" : "Revisiting the interplay between contractual and relational governance: A qualitative and meta-analytic investigation", "type" : "article-journal", "volume" : "33-34" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=d0d72fde-76d9-480a-9584-53a0776a4db7" ] }, { "id" : "ITEM-2", "itemData" : { "DOI" : "10.1016/j.jom.2008.09.004", "ISSN" : "02726963", "author" : [ { "dropping-particle" : "", "family" : "Liu", "given" : "Yi", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Luo", "given" : "Yadong", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Liu", "given" : "Ting", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Operations Management", "id" : "ITEM-2", "issue" : "4", "issued" : { "date-parts" : [ [ "2009" ] ] }, "page" : "294-309", "title" : "Governing buyer\u2013supplier relationships through transactional and relational mechanisms: Evidence from China", "type" : "article-journal", "volume" : "27" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=28094b63-2c5a-45d4-9e2f-374ec034934e" ] }, { "id" : "ITEM-3", "itemData" : { "DOI" : "10.1002/smj.249", "ISBN" : "01432095", "ISSN" : "01432095", "PMID" : "7046063", "abstract" : "Relational exchange arrangements supported by trust are commonly viewed as substitutes for complex contracts in interorganizational exchanges. Many argue that formal contracts actually undermine trust and thereby encourage the opportunistic behavior they are designed to discourage. In this paper, we develop and test an alternative perspective: that formal contracts and relational governance function as complements. Using data from a sample of information service exchanges, we find empirical support for this proposition of complementarity. Managers appear to couple their increasingly customized contracts with high levels of relational governance (and vice versa). Moreover, this interdependence underlies their ability to generate improvements in exchange performance. Our results concerning the determinants of these governance choices show their distinct origins, which further augments their complementarity in practice.", "author" : [ { "dropping-particle" : "", "family" : "Poppo", "given" : "Laura", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Zenger", "given" : "Todd", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Strategic Management Journal", "id" : "ITEM-3", "issue" : "8", "issued" : { "date-parts" : [ [ "2002" ] ] }, "page" : "707-725", "title" : "Do Formal Contracts and Relational Governance Function as Substitutes or Complements?", "type" : "article-journal", "volume" : "23" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=df7d5288-6b72-4d56-8440-fbf65b7b85da" ] } ], "mendeley" : { "formattedCitation" : "(Cao & Lumineau, 2015; Y. Liu et al., 2009; Poppo & Zenger, 2002)", "manualFormatting" : "(Cao & Lumineau, 2015; Liu et al., 2009; Poppo & Zenger, 2002)", "plainTextFormattedCitation" : "(Cao & Lumineau, 2015; Y. Liu et al., 2009; Poppo & Zenger, 2002)", "previouslyFormattedCitation" : "(Cao & Lumineau, 2015; Y. Liu et al., 2009; Poppo & Zenger, 2002)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Cao & Lumineau, 2015; Liu et al., 2009; Poppo & Zenger, 2002). Transactional mechanisms mainly rely on legal agreements to control partners’ behaviors, while relational mechanisms primarily hinge on social connections to encourage desired behaviors ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1016/j.jom.2014.09.009", "ISBN" : "02726963", "ISSN" : "02726963", "PMID" : "100874991", "abstract" : "Although extant literature has shown that formal contracts and relational governance play a key role in interorganizational relationships, the nature of their interplay still remains equivocal. To better understand the relationships between contractual and relational governance, we conducted a qualitative review and meta-analysis of the existing literature. Meta-analytic results from 33,051 interorganizational relationships across 149 empirical studies have indicated that contractual governance is positively related to both sides of relational governance - trust and relational norms. Our results have also indicated that contracts, trust, and relational norms jointly improve satisfaction and relationship performance and jointly reduce opportunism. These findings provide strong evidence for the complementarity arguments of the contractual-relational governance relationships and their joint impacts on performance. We also found that the mutual relationships between contractual and relational governance are moderated by the institutional environments, the interorganizational relationship type and length, and the construct measurement of contracts. Overall, this study provides new insights on when contractual and relational governance complement or substitute each other. We discuss the implications of our study for theory and practice and propose a research agenda for future research on governance in interorganizational relationships.", "author" : [ { "dropping-particle" : "", "family" : "Cao", "given" : "Zhi", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Lumineau", "given" : "Fabrice", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Operations Management", "id" : "ITEM-1", "issued" : { "date-parts" : [ [ "2015" ] ] }, "page" : "15-42", "title" : "Revisiting the interplay between contractual and relational governance: A qualitative and meta-analytic investigation", "type" : "article-journal", "volume" : "33-34" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=d0d72fde-76d9-480a-9584-53a0776a4db7" ] } ], "mendeley" : { "formattedCitation" : "(Cao & Lumineau, 2015)", "plainTextFormattedCitation" : "(Cao & Lumineau, 2015)", "previouslyFormattedCitation" : "(Cao & Lumineau, 2015)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Cao & Lumineau, 2015). To the best of our knowledge, little is known about how transactional and relational mechanisms jointly influence relationship learning. This study is the first to systematically examine the effect of governance mechanisms on relationship learning.

Second, this study extends the research on relationship learning by investigating its mediating effect on the relationship between governance mechanisms and alliance innovation performance. In the last fifteen years, relationship learning has been deemed as a critical activity for collaboration. For example, scholars have found that relationship learning mediates the effect of relationship-specific investments on relationship performance ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1080/0965254X.2010.537763", "ISSN" : "0965-254X", "abstract" : "This study attempts to uncover the mechanisms underlying the impact of relation-specific investment (RSI) on channel relationship performance. We distinguish between property-based RSI and knowledge-based RSI, which are argued to rely on different mediating paths to facilitate relationship performance. Specifically, property-based RSI stimulates formal contract, whereas knowledge-based RSI generates relational trust and relationship learning. However, relational trust exerts an adverse influence on the effectiveness of relationship learning. Results from an empirical study conducted in the context of China's marketing channel basically support the proposed model. Practically, this study suggests that in China's current marketing channels, channel members should prioritize knowledge-based RSI when making RSI into channels and pay special attention to relational trust cultivated by RSI.", "author" : [ { "dropping-particle" : "", "family" : "Zhao", "given" : "Yanhui", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Wang", "given" : "Guocai", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Strategic Marketing", "id" : "ITEM-1", "issue" : "1", "issued" : { "date-parts" : [ [ "2011" ] ] }, "page" : "57-71", "title" : "The impact of relation-specific investment on channel relationship performance: evidence from China", "type" : "article-journal", "volume" : "19" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=f7d45642-6c55-4f8f-a54f-057e7f2744b4" ] }, { "id" : "ITEM-2", "itemData" : { "DOI" : "10.1016/j.indmarman.2008.12.003", "ISBN" : "0019-8501", "ISSN" : "00198501", "abstract" : "This study utilized structural equations modeling (SEM) to explore the positive effects of relationship learning and absorptive capacity on competitive advantages of companies through their innovation performances in Taiwanese manufacturing industry. The results of this study showed that relationship learning and absorptive capacity positively influence upon innovation performances of companies, and further have positive effects on competitive advantages of companies. In addition, this study divided the sample into three groups by the levels of relationship learning and absorptive capacity and found that there was a significant difference of innovation performance among these three groups: \u2018Highly Capable Companies\u2019, \u2018Medially Capable Companies\u2019, and \u2018Lowly Capable Companies\u2019. It is important for \u2018Lowly Capable Companies\u2019 to increase both of their relationship learning and absorptive capacity to enhance their innovation performances.", "author" : [ { "dropping-particle" : "", "family" : "Chen", "given" : "Yu-Shan", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Lin", "given" : "Ming-Ji James", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Chang", "given" : "Ching-Hsun", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Industrial Marketing Management", "id" : "ITEM-2", "issue" : "2", "issued" : { "date-parts" : [ [ "2009" ] ] }, "page" : "152-158", "publisher" : "Elsevier Inc.", "title" : "The positive effects of relationship learning and absorptive capacity on innovation performance and competitive advantage in industrial markets", "type" : "article-journal", "volume" : "38" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=bfe30bc7-51b8-4044-a19f-c8d543907d4f" ] } ], "mendeley" : { "formattedCitation" : "(Chen et al., 2009; Y. Zhao & Wang, 2011)", "manualFormatting" : "(Chen, Lin, & Chang, 2009; Zhao & Wang, 2011)", "plainTextFormattedCitation" : "(Chen et al., 2009; Y. Zhao & Wang, 2011)", "previouslyFormattedCitation" : "(Chen et al., 2009; Y. Zhao & Wang, 2011)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Chen, Lin, & Chang, 2009; Zhao & Wang, 2011), as well as the effect of environmental uncertainty on relationship value ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1016/j.jom.2010.01.003", "ISBN" : "0272-6963 U6 - ctx_ver=Z39.88-2004&ctx_enc=info%3Aofi%2Fenc%3AUTF-8&rfr_id=info:sid/summon.serialssolutions.com&rft_val_fmt=info:ofi/fmt:kev:mtx:journal&rft.genre=article&rft.atitle=Does+relationship+learning+lead+to+relationship+value%3F+A+cross-national+supply+chain+investigation&rft.jtitle=Journal+of+Operations+Management&rft.au=Cheung%2C+Mee-Shew&rft.au=Myers%2C+Matthew+B&rft.au=Mentzer%2C+John+T&rft.date=2010&rft.pub=Elsevier+B.V&rft.issn=0272-6963&rft.eissn=1873-1317&rft.volume=28&rft.issu", "ISSN" : "02726963", "abstract" : "In global business-to-business markets, shared resources between buyers and suppliers often result in competitive advantages and enhanced relationships between firms. Unfortunately, there is a paucity of research regarding learning capabilities between business partners in a cross-border setting. This study takes the approach to integrate customer value literature into interorganizational learning theory and adopts the often-neglected theoretical perspective of transaction value by contextualizing inter-firm collaboration in terms of relationship learning and value co-creation viewed by both the buyers and sellers in one single study. Through the development of a conceptual framework that examines how global environmental and inter-organizational conditions influence learning capabilities, the study investigates how relationship learning influences relationship value for both supplying and buying firms. Using a survey of 126 cross-border dyads in the industrial chemical, packaging, consumer durable, and apparel industries, the authors show how relationship learning is valued by both buyers and suppliers, and how it is critical when viewing the \"supplier as a customer.\" The results indicate the strategic nature of relationship learning in maintaining cross-border business-to-business relationships. Simultaneously, the findings provide evidence that cultural distance is not a significant influence on the firm's propensity to share knowledge with its global partners. It helps advance our understanding of the significance of cultural-pollination in the era of globalization. ?? 2010 Elsevier B.V. All rights reserved.", "author" : [ { "dropping-particle" : "", "family" : "Cheung", "given" : "Mee Shew", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Myers", "given" : "Matthew B.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Mentzer", "given" : "John T.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Operations Management", "id" : "ITEM-1", "issue" : "6", "issued" : { "date-parts" : [ [ "2010" ] ] }, "page" : "472-487", "title" : "Does relationship learning lead to relationship value? A cross-national supply chain investigation", "type" : "article-journal", "volume" : "28" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=8371a5d7-aae4-4afb-8f25-17675a0da108" ] } ], "mendeley" : { "formattedCitation" : "(Cheung et al., 2010)", "plainTextFormattedCitation" : "(Cheung et al., 2010)", "previouslyFormattedCitation" : "(Cheung et al., 2010)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Cheung et al., 2010). However, it is still unknown about whether relationship learning mediates the effect of governance mechanisms on alliance innovation performance. To our knowledge, this study firstly examines both governance mechanisms and relationship learning in the context of innovation alliances, thus providing an integrated view of alliance innovation management.

Third, this research provides insights into the effect of governance mechanisms on alliance innovation. Even though the literature about the link between governance mechanisms and alliance innovation is scarce, studies about the effect of governance mechanisms on knowledge transfer could provide some insights into the link. However, the existing literature shows mixed findings on the relationship between governance mechanisms and inter-firm knowledge management. Some scholars indicate that governance mechanisms (transactional and relational) positively influence knowledge transfer since they not only suppress opportunistic behaviors but also promote effective communication ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1016/j.jbusres.2016.12.024", "ISSN" : "01482963", "abstract" : "Transferring a quantity of credible knowledge is a key competitive advantage for vertical relationships in an emerging economy. Distinct from extant research focused on the relational performance of and opportunism in channel relationships or knowledge transfer in horizontal alliances, this study investigates knowledge transfer in vertical relationships and considers how transactional and relational mechanisms differentially affect knowledge transfer quantity and credibility. Hierarchical regression analyses of 225 paired buyers and suppliers in China revealed that both transactional and relational mechanisms effectively improve quantity and credibility; within a transactional mechanism framework, contracts more effectively increase quantity, whereas transaction-specific investments do not increase credibility more effectively than contracts; and trust more effectively improves both quantity and credibility in the relational mechanism framework than personal relationships. These findings provide new insights for the knowledge management literature and practices in vertical relationships.", "author" : [ { "dropping-particle" : "", "family" : "Liu", "given" : "Yi", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Li", "given" : "Yao", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Shi", "given" : "Linda Hui", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Liu", "given" : "Ting", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Business Research", "id" : "ITEM-1", "issued" : { "date-parts" : [ [ "2017" ] ] }, "page" : "285-293", "publisher" : "Elsevier Inc.", "title" : "Knowledge transfer in buyer-supplier relationships: The role of transactional and relational governance mechanisms", "type" : "article-journal", "volume" : "78" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=bbf6574a-c815-4804-9256-2998ec197c18" ] } ], "mendeley" : { "formattedCitation" : "(Y. Liu et al., 2017)", "manualFormatting" : "(e.g. Liu, Li, Shi, & Liu, 2017)", "plainTextFormattedCitation" : "(Y. Liu et al., 2017)", "previouslyFormattedCitation" : "(Y. Liu et al., 2017)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(e.g. Liu, Li, Shi, & Liu, 2017). Some researchers find that transactional mechanisms cannot directly contribute to knowledge acquisition and have to work with relational mechanisms to affect knowledge acquisition ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1016/j.jom.2014.01.001", "ISBN" : "0272-6963", "ISSN" : "02726963", "abstract" : "Relational ties between manufacturers and their suppliers serve as an important strategic resource for value creation and realization. However, conflicting evidence exists regarding their role in the acquisition of specific knowledge. This study proposes that relational ties have a nonlinear effect on specific knowledge acquisition and that this nonlinear relationship is conditional on contract specificity and competitive intensity. Results from a sample of 385 manufacturer-supplier exchanges in China demonstrate that a buyer's relational ties with its major supplier have an inverted U-shaped effect on specific knowledge acquisition from this supplier; this inverted U-shaped relationship is stronger (steeper) when contract specificity is high and competition is more intense. These findings suggest that managers should understand the benefits and downsides of relational ties in acquiring specific knowledge and avoid building highly embedded ties when they draft detailed contracts or competition is highly intensive. ?? 2014 Elsevier B.V.", "author" : [ { "dropping-particle" : "", "family" : "Zhou", "given" : "Kevin Zheng", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Zhang", "given" : "Qiyuan", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Sheng", "given" : "Shibin", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Xie", "given" : "En", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Bao", "given" : "Yeqing", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Operations Management", "id" : "ITEM-1", "issue" : "3", "issued" : { "date-parts" : [ [ "2014" ] ] }, "page" : "88-98", "publisher" : "Elsevier B.V.", "title" : "Are relational ties always good for knowledge acquisition? Buyer-supplier exchanges in China", "type" : "article-journal", "volume" : "32" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=d611a462-8ce4-48ca-9f19-dd7e1425af9f" ] } ], "mendeley" : { "formattedCitation" : "(Zhou, Zhang, Sheng, Xie, & Bao, 2014)", "manualFormatting" : "(e.g. Zhou, Zhang, Sheng, Xie, & Bao, 2014)", "plainTextFormattedCitation" : "(Zhou, Zhang, Sheng, Xie, & Bao, 2014)", "previouslyFormattedCitation" : "(Zhou, Zhang, Sheng, Xie, & Bao, 2014)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(e.g. Zhou, Zhang, Sheng, Xie, & Bao, 2014). These mixed findings cannot provide scholars and practitioners with a clear clue on the relationship between governance mechanisms and alliance innovation performance. What’s more, knowledge transfer per se is not sufficient for successful alliance innovation, since alliance innovation also requires new ideas generated from acquired knowledge ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "author" : [ { "dropping-particle" : "", "family" : "March", "given" : "James G", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Organization Science", "id" : "ITEM-1", "issue" : "1", "issued" : { "date-parts" : [ [ "1991" ] ] }, "page" : "71-87", "title" : "Exploration and Exploitation in Organizational Learning", "type" : "article-journal", "volume" : "2" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=c31a2b97-5dec-480e-be63-136901bdaeca" ] } ], "mendeley" : { "formattedCitation" : "(March, 1991)", "plainTextFormattedCitation" : "(March, 1991)", "previouslyFormattedCitation" : "(March, 1991)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(March, 1991). Therefore, it is very necessary to investigate the effect of governance mechanisms on alliance innovation performance.

Fourth, previous studies mainly examine relationship learning in vertical alliances or supply-buyer relationships ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "abstract" : "Exploitative Learning Performance", "author" : [ { "dropping-particle" : "", "family" : "Selnes", "given" : "Fred", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Sallis", "given" : "James", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Marketing", "id" : "ITEM-1", "issue" : "3", "issued" : { "date-parts" : [ [ "2003" ] ] }, "page" : "80-95", "title" : "Promoting Relationship Learning", "type" : "article-journal", "volume" : "67" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=3562eb5c-c381-4e4b-8613-456a64f8d133" ] }, { "id" : "ITEM-2", "itemData" : { "DOI" : "10.1509/jimk.18.1.63", "ISBN" : "1069031X", "ISSN" : "1069-031X", "PMID" : "47974875", "abstract" : "Recently, relationship learning between supply chain members has drawn a great deal of attention in the literature. In the context of the international electronics supply chain, which is characterized by cultural differences and complexity of products, relationship learning is difficult to achieve and relies largely on close collaboration between partners. The authors build on the resource-based view of the firm and adopt a communication culture theory to examine drivers and performance outcomes of relationship learning in cross-border relationships in the electronics industry. They propose a research framework in which a firm's innovativeness orientation, trust, information technology advancement, and technological uncertainty are determinants of relationship learning. In the framework, they introduce the communication cultures of the supplier and buyer as a moderator. Using 246 electronics suppliers in relationships with international original equipment manufacturer customers, the authors empirically show that innovativeness orientation, trust, and technological uncertainty affect relationship learning positively. Furthermore, the communication cultures of the supplier and buyer moderate the effects of innovativeness orientation and technological uncertainty. The authors conclude with a discussion of the implications. [ABSTRACT FROM AUTHOR]", "author" : [ { "dropping-particle" : "", "family" : "Jean", "given" : "Ruey-Jer \u201cBryan\u201d", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Sinkovics", "given" : "Rudolf R", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Kim", "given" : "Daekwan", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of International Marketing", "id" : "ITEM-2", "issue" : "1", "issued" : { "date-parts" : [ [ "2010" ] ] }, "page" : "63-85", "title" : "Drivers and Performance Outcomes of Relationship Learning for Suppliers in Cross-Border Customer\u2013Supplier Relationships: The Role of Communication Culture", "type" : "article-journal", "volume" : "18" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=bba78b9e-cb11-45e9-98f1-1ac21ca10a44" ] }, { "id" : "ITEM-3", "itemData" : { "DOI" : "10.1016/j.jbusres.2016.02.019", "ISBN" : "0148-2963", "ISSN" : "01482963", "abstract" : "This study seeks evidence for a positive moderating role of relationship learning in the relation between manufacturing firms' knowledge-intensive business services (KIBS), i.e., product-related services for developing customized solutions, and firms' customer-specific sales performance. Our findings from a survey of 91 supplier-customer relationships indicate that KIBS offerings do not generate performance per se; instead, supplier-customer relationships must be characterized by relationship learning to co-create value from the supplier's KIBS offerings. Our findings extend the literature on industrial service businesses by shedding a more nuanced light on the core activities that enable value co-creation and value appropriation in the KIBS context.", "author" : [ { "dropping-particle" : "", "family" : "Kohtam\u00e4ki", "given" : "Marko", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Partanen", "given" : "Jukka", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Business Research", "id" : "ITEM-3", "issue" : "7", "issued" : { "date-parts" : [ [ "2016" ] ] }, "page" : "2498-2506", "publisher" : "Elsevier Inc.", "title" : "Co-creating value from knowledge-intensive business services in manufacturing firms: The moderating role of relationship learning in supplier-customer interactions", "type" : "article-journal", "volume" : "69" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=94167339-af9e-4ea1-b01c-4d9c18e81ec9" ] } ], "mendeley" : { "formattedCitation" : "(Jean et al., 2010; Kohtam\u00e4ki & Partanen, 2016; Selnes & Sallis, 2003)", "plainTextFormattedCitation" : "(Jean et al., 2010; Kohtam\u00e4ki & Partanen, 2016; Selnes & Sallis, 2003)", "previouslyFormattedCitation" : "(Jean et al., 2010; Kohtam\u00e4ki & Partanen, 2016; Selnes & Sallis, 2003)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Jean et al., 2010; Kohtamäki & Partanen, 2016; Selnes & Sallis, 2003), but few investigates relationship learning in horizontal alliances. It is very important to extend the context from supply-buyer relationships to horizontal alliances for two reasons. One is that most innovation alliances are horizontal alliances ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "author" : [ { "dropping-particle" : "", "family" : "Thomaz", "given" : "Felipe", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Swaminathan", "given" : "Vanitha", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of marketing", "id" : "ITEM-1", "issue" : "September", "issued" : { "date-parts" : [ [ "2015" ] ] }, "page" : "63-79", "title" : "What Goes Around Comes Around : The Impact of Marketing Alliances on Firm Risk and the Moderating Role of Network Density", "type" : "article-journal", "volume" : "79" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=eec1eedb-f6c0-446e-abaf-6928e2e3407e" ] } ], "mendeley" : { "formattedCitation" : "(Thomaz & Swaminathan, 2015)", "plainTextFormattedCitation" : "(Thomaz & Swaminathan, 2015)", "previouslyFormattedCitation" : "(Thomaz & Swaminathan, 2015)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Thomaz & Swaminathan, 2015); the other is that partners in horizontal alliances not only need to collaborate but also prevent their know-how from leaking ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1016/j.indmarman.2016.05.003", "ISBN" : "00198501", "ISSN" : "00198501", "abstract" : "While research on the phenomenon of coopetition has dramatically increased during the last years, this line of inquiry often embodies a loosely connected body of work with fragmented themes, underdeveloped concepts, and little work explaining coopetition at multiple levels. In this paper, we conduct a systematic literature review of the field, and based on a final set of 142 contributions, synthesize the disparate research into a coherent whole by developing an overarching and dynamic multilevel model. We first systematize diverse conceptualizations of coopetition with respect to different levels into The Actor and The Activity Schools of Thought. Then we integrate major critical themes into a Driver, Process, Outcomes (DPO) framework, and offer a Blended School of Thought to show how different levels are intertwined and affect each other. Next, we develop a multilevel conceptual model of coopetition by integrating the Blended School into the DPO framework. This model helps future research better understand how the phenomena of coopetition at one level of analysis are distinct, yet interlinked, from coopetition at other levels, and in so doing, provides a richer and more complete perspective of the phenomenon of coopetition. Finally, we identify promising research avenues and suggest how future research can strengthen this line of inquiry.", "author" : [ { "dropping-particle" : "", "family" : "Bengtsson", "given" : "Maria", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Raza-Ullah", "given" : "Tatbeeq", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Industrial Marketing Management", "id" : "ITEM-1", "issued" : { "date-parts" : [ [ "2016" ] ] }, "page" : "23-39", "publisher" : "Elsevier Inc.", "title" : "A systematic review of research on coopetition: Toward a multilevel understanding", "type" : "article-journal", "volume" : "57" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=248220ae-84c5-4986-99bf-12bf340e1dcb" ] } ], "mendeley" : { "formattedCitation" : "(Bengtsson & Raza-Ullah, 2016)", "plainTextFormattedCitation" : "(Bengtsson & Raza-Ullah, 2016)", "previouslyFormattedCitation" : "(Bengtsson & Raza-Ullah, 2016)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Bengtsson & Raza-Ullah, 2016). They are concerned about how to protect their knowledge from being appropriated by their partners while collaborating with their partners to achieve objectives of their innovation alliances. This research can provide some insights into whether and how relationship learning works in horizontal innovation alliances.

We organize the article as follows: in the next section, we present literature reviews of relationship learning and governance mechanisms in the inter-organizational partnership, and explain how this research adds to the existing literature. We then present our research framework and develop hypotheses based on a synthesis of the literature. Subsequently, we present methods, including data collection, sampling, measurement, analysis, and results. In the end, we discuss theoretical and managerial implications of our findings as well as limitations of this study.

2. Literature review

2.1 Relationship learning

Relationship learning has three sub-processes: sharing information, jointly making sense of information, and developing relationship-specific memory (ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "abstract" : "Exploitative Learning Performance", "author" : [ { "dropping-particle" : "", "family" : "Selnes", "given" : "Fred", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Sallis", "given" : "James", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Marketing", "id" : "ITEM-1", "issue" : "3", "issued" : { "date-parts" : [ [ "2003" ] ] }, "page" : "80-95", "title" : "Promoting Relationship Learning", "type" : "article-journal", "volume" : "67" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=3562eb5c-c381-4e4b-8613-456a64f8d133" ] } ], "mendeley" : { "formattedCitation" : "(Selnes & Sallis, 2003)", "manualFormatting" : "Selnes & Sallis, 2003)", "plainTextFormattedCitation" : "(Selnes & Sallis, 2003)", "previouslyFormattedCitation" : "(Selnes & Sallis, 2003)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }Selnes & Sallis, 2003). To achieve operational efficiency, parties must exchange information to coordinate and plan their work to fulfill alliance objectives ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "author" : [ { "dropping-particle" : "", "family" : "Cannon", "given" : "Joseph P.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Perreault Jr.", "given" : "William D.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Marketing Research", "id" : "ITEM-1", "issue" : "4", "issued" : { "date-parts" : [ [ "1999" ] ] }, "page" : "439-460", "title" : "Buyer-Seller Relationships in Business Markets", "type" : "article-journal", "volume" : "36" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=17a02079-3d4d-4c5f-8898-c1d7706d8f9e" ] } ], "mendeley" : { "formattedCitation" : "(Cannon & Perreault Jr., 1999)", "manualFormatting" : "(Cannon & Perreault, 1999)", "plainTextFormattedCitation" : "(Cannon & Perreault Jr., 1999)", "previouslyFormattedCitation" : "(Cannon & Perreault Jr., 1999)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Cannon & Perreault, 1999). Jointly making sense of information refers to an ongoing joint activity between partners directed at discussing and justifying information that potentially influences behaviors ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "abstract" : "Exploitative Learning Performance", "author" : [ { "dropping-particle" : "", "family" : "Selnes", "given" : "Fred", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Sallis", "given" : "James", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Marketing", "id" : "ITEM-1", "issue" : "3", "issued" : { "date-parts" : [ [ "2003" ] ] }, "page" : "80-95", "title" : "Promoting Relationship Learning", "type" : "article-journal", "volume" : "67" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=3562eb5c-c381-4e4b-8613-456a64f8d133" ] }, { "id" : "ITEM-2", "itemData" : { "DOI" : "10.1016/j.jom.2010.01.003", "ISBN" : "0272-6963 U6 - ctx_ver=Z39.88-2004&ctx_enc=info%3Aofi%2Fenc%3AUTF-8&rfr_id=info:sid/summon.serialssolutions.com&rft_val_fmt=info:ofi/fmt:kev:mtx:journal&rft.genre=article&rft.atitle=Does+relationship+learning+lead+to+relationship+value%3F+A+cross-national+supply+chain+investigation&rft.jtitle=Journal+of+Operations+Management&rft.au=Cheung%2C+Mee-Shew&rft.au=Myers%2C+Matthew+B&rft.au=Mentzer%2C+John+T&rft.date=2010&rft.pub=Elsevier+B.V&rft.issn=0272-6963&rft.eissn=1873-1317&rft.volume=28&rft.issu", "ISSN" : "02726963", "abstract" : "In global business-to-business markets, shared resources between buyers and suppliers often result in competitive advantages and enhanced relationships between firms. Unfortunately, there is a paucity of research regarding learning capabilities between business partners in a cross-border setting. This study takes the approach to integrate customer value literature into interorganizational learning theory and adopts the often-neglected theoretical perspective of transaction value by contextualizing inter-firm collaboration in terms of relationship learning and value co-creation viewed by both the buyers and sellers in one single study. Through the development of a conceptual framework that examines how global environmental and inter-organizational conditions influence learning capabilities, the study investigates how relationship learning influences relationship value for both supplying and buying firms. Using a survey of 126 cross-border dyads in the industrial chemical, packaging, consumer durable, and apparel industries, the authors show how relationship learning is valued by both buyers and suppliers, and how it is critical when viewing the \"supplier as a customer.\" The results indicate the strategic nature of relationship learning in maintaining cross-border business-to-business relationships. Simultaneously, the findings provide evidence that cultural distance is not a significant influence on the firm's propensity to share knowledge with its global partners. It helps advance our understanding of the significance of cultural-pollination in the era of globalization. ?? 2010 Elsevier B.V. All rights reserved.", "author" : [ { "dropping-particle" : "", "family" : "Cheung", "given" : "Mee Shew", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Myers", "given" : "Matthew B.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Mentzer", "given" : "John T.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Operations Management", "id" : "ITEM-2", "issue" : "6", "issued" : { "date-parts" : [ [ "2010" ] ] }, "page" : "472-487", "title" : "Does relationship learning lead to relationship value? A cross-national supply chain investigation", "type" : "article-journal", "volume" : "28" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=8371a5d7-aae4-4afb-8f25-17675a0da108" ] } ], "mendeley" : { "formattedCitation" : "(Cheung et al., 2010; Selnes & Sallis, 2003)", "plainTextFormattedCitation" : "(Cheung et al., 2010; Selnes & Sallis, 2003)", "previouslyFormattedCitation" : "(Cheung et al., 2010; Selnes & Sallis, 2003)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Cheung et al., 2010; Selnes & Sallis, 2003). Firms can conduct some activities, such as board meetings, management meetings, and task-force teams, to solve conflicts and facilitate communication, thus making sense of information ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "abstract" : "Exploitative Learning Performance", "author" : [ { "dropping-particle" : "", "family" : "Selnes", "given" : "Fred", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Sallis", "given" : "James", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Marketing", "id" : "ITEM-1", "issue" : "3", "issued" : { "date-parts" : [ [ "2003" ] ] }, "page" : "80-95", "title" : "Promoting Relationship Learning", "type" : "article-journal", "volume" : "67" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=3562eb5c-c381-4e4b-8613-456a64f8d133" ] } ], "mendeley" : { "formattedCitation" : "(Selnes & Sallis, 2003)", "manualFormatting" : "(Selnes & Sallis, 2003; Fang, Fang, Chou, Yang, & Tsai, 2011)", "plainTextFormattedCitation" : "(Selnes & Sallis, 2003)", "previouslyFormattedCitation" : "(Selnes & Sallis, 2003)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Selnes & Sallis, 2003; ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1016/j.indmarman.2011.02.005", "ISBN" : "0019-8501", "ISSN" : "00198501", "abstract" : "This study investigates the relationship between relationship learning and innovation. It discusses the difference and relationship between knowledge flow and knowledge stock as embodied in relationship learning. Results show that information sharing and joint sensemaking (knowledge flow) are positively associated with relationship-specific memory (knowledge stock), and indirectly influence both explorative and exploitative innovation through their effects on relationship-specific memory. This study also examines the role of learning intent of individual firms in relationship learning. Results indicate that stronger learning intent enhances the effect of information sharing on relationship-specific memory. Finally, the study discusses several implications of this research and offers suggestions for future research.", "author" : [ { "dropping-particle" : "", "family" : "Fang", "given" : "Shyh-Rong", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Fang", "given" : "Shih-Chieh", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Chou", "given" : "Chia-Hui", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Yang", "given" : "Shu-Mi", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Tsai", "given" : "Fu-Sheng", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Industrial Marketing Management", "id" : "ITEM-1", "issue" : "5", "issued" : { "date-parts" : [ [ "2011" ] ] }, "page" : "743-753", "publisher" : "Elsevier Inc.", "title" : "Relationship learning and innovation: The role of relationship-specific memory", "type" : "article-journal", "volume" : "40" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=296c3042-718d-46ed-87c9-fd8c4ca8d460" ] } ], "mendeley" : { "formattedCitation" : "(S.-R. Fang et al., 2011)", "manualFormatting" : "Fang, Fang, Chou, Yang, & Tsai, 2011", "plainTextFormattedCitation" : "(S.-R. Fang et al., 2011)", "previouslyFormattedCitation" : "(S.-R. Fang et al., 2011)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }Fang, Fang, Chou, Yang, & Tsai, 2011). Developing relationship-specific memory refers to an ongoing joint activity between partners aimed at integrating acquired information and knowledge into a shared relationship-domain specific memory that has the potential to influence behaviors ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "abstract" : "Exploitative Learning Performance", "author" : [ { "dropping-particle" : "", "family" : "Selnes", "given" : "Fred", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Sallis", "given" : "James", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Marketing", "id" : "ITEM-1", "issue" : "3", "issued" : { "date-parts" : [ [ "2003" ] ] }, "page" : "80-95", "title" : "Promoting Relationship Learning", "type" : "article-journal", "volume" : "67" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=3562eb5c-c381-4e4b-8613-456a64f8d133" ] }, { "id" : "ITEM-2", "itemData" : { "DOI" : "10.1016/j.indmarman.2005.03.006", "ISBN" : "0019-8501", "ISSN" : "00198501", "abstract" : "In spite of the increasingly recognized role of trade shows as a highly cost-effective medium, there are few established guidelines on how to capitalize on these meeting occasions. The relational view of competitive advantage, however, identifies relationship learning as an important avenue for creating differential advantage and supernormal profits in relationships. The purpose of this study is to develop a theoretical model explicating relationship-based learning activities growing out of trade shows, its determinants and performance effect. Specifically, it examines the roles of relationship properties of trade show participants, and collective inquiry approaches used for trade shows, in fostering learning between exhibitors and visitors. The model was tested by a sample of 414 exhibitor\u2013visitor relationship dyads identified at specific trade shows. The direct effect of relationship commitment, consensus, and collective inquiry on relationship learning at trade shows was confirmed. The powerful influence of relationship learning activities on relationship performance outcomes as perceived by exhibitors at trade shows was substantiated.", "author" : [ { "dropping-particle" : "", "family" : "Ling-yee", "given" : "Li", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Industrial Marketing Management", "id" : "ITEM-2", "issue" : "2", "issued" : { "date-parts" : [ [ "2006" ] ] }, "page" : "166-177", "title" : "Relationship learning at trade shows: Its antecedents and consequences", "type" : "article-journal", "volume" : "35" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=0bfb05b9-9bec-469a-9f24-38465830b7e3" ] } ], "mendeley" : { "formattedCitation" : "(Ling-yee, 2006; Selnes & Sallis, 2003)", "plainTextFormattedCitation" : "(Ling-yee, 2006; Selnes & Sallis, 2003)", "previouslyFormattedCitation" : "(Ling-yee, 2006; Selnes & Sallis, 2003)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Ling-yee, 2006; Selnes & Sallis, 2003). ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1016/j.indmarman.2011.02.005", "ISBN" : "0019-8501", "ISSN" : "00198501", "abstract" : "This study investigates the relationship between relationship learning and innovation. It discusses the difference and relationship between knowledge flow and knowledge stock as embodied in relationship learning. Results show that information sharing and joint sensemaking (knowledge flow) are positively associated with relationship-specific memory (knowledge stock), and indirectly influence both explorative and exploitative innovation through their effects on relationship-specific memory. This study also examines the role of learning intent of individual firms in relationship learning. Results indicate that stronger learning intent enhances the effect of information sharing on relationship-specific memory. Finally, the study discusses several implications of this research and offers suggestions for future research.", "author" : [ { "dropping-particle" : "", "family" : "Fang", "given" : "Shyh-Rong", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Fang", "given" : "Shih-Chieh", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Chou", "given" : "Chia-Hui", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Yang", "given" : "Shu-Mi", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Tsai", "given" : "Fu-Sheng", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Industrial Marketing Management", "id" : "ITEM-1", "issue" : "5", "issued" : { "date-parts" : [ [ "2011" ] ] }, "page" : "743-753", "publisher" : "Elsevier Inc.", "title" : "Relationship learning and innovation: The role of relationship-specific memory", "type" : "article-journal", "volume" : "40" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=296c3042-718d-46ed-87c9-fd8c4ca8d460" ] } ], "mendeley" : { "formattedCitation" : "(S.-R. Fang et al., 2011)", "manualFormatting" : "Fang et al. (2011)", "plainTextFormattedCitation" : "(S.-R. Fang et al., 2011)", "previouslyFormattedCitation" : "(S.-R. Fang et al., 2011)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }Fang et al. (2011) demonstrate that sharing information and jointly making sense of information are about flow of knowledge, whereas developing relationship-specific memory is about stock of knowledge. In a word, the three sub-processes are working together to facilitate knowledge coordination in the exchange relationship. For example, ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1016/j.jbusres.2016.02.019", "ISBN" : "0148-2963", "ISSN" : "01482963", "abstract" : "This study seeks evidence for a positive moderating role of relationship learning in the relation between manufacturing firms' knowledge-intensive business services (KIBS), i.e., product-related services for developing customized solutions, and firms' customer-specific sales performance. Our findings from a survey of 91 supplier-customer relationships indicate that KIBS offerings do not generate performance per se; instead, supplier-customer relationships must be characterized by relationship learning to co-create value from the supplier's KIBS offerings. Our findings extend the literature on industrial service businesses by shedding a more nuanced light on the core activities that enable value co-creation and value appropriation in the KIBS context.", "author" : [ { "dropping-particle" : "", "family" : "Kohtam\u00e4ki", "given" : "Marko", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Partanen", "given" : "Jukka", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Business Research", "id" : "ITEM-1", "issue" : "7", "issued" : { "date-parts" : [ [ "2016" ] ] }, "page" : "2498-2506", "publisher" : "Elsevier Inc.", "title" : "Co-creating value from knowledge-intensive business services in manufacturing firms: The moderating role of relationship learning in supplier-customer interactions", "type" : "article-journal", "volume" : "69" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=94167339-af9e-4ea1-b01c-4d9c18e81ec9" ] } ], "mendeley" : { "formattedCitation" : "(Kohtam\u00e4ki & Partanen, 2016)", "manualFormatting" : "Kohtam\u00e4ki and Partanen (2016)", "plainTextFormattedCitation" : "(Kohtam\u00e4ki & Partanen, 2016)", "previouslyFormattedCitation" : "(Kohtam\u00e4ki & Partanen, 2016)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }Kohtamäki and Partanen (2016) demonstrate that relationship learning can help suppliers that offer knowledge-intensive service increase sales since it facilities integrating knowledge from suppliers and customers as well as generating new knowledge.

In the past fifteen years, scholars have unanimously agreed on the importance of relationship learning to the exchange relationship, since relationship learning has been found to increase relationship performance ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1080/0965254X.2010.537763", "ISSN" : "0965-254X", "abstract" : "This study attempts to uncover the mechanisms underlying the impact of relation-specific investment (RSI) on channel relationship performance. We distinguish between property-based RSI and knowledge-based RSI, which are argued to rely on different mediating paths to facilitate relationship performance. Specifically, property-based RSI stimulates formal contract, whereas knowledge-based RSI generates relational trust and relationship learning. However, relational trust exerts an adverse influence on the effectiveness of relationship learning. Results from an empirical study conducted in the context of China's marketing channel basically support the proposed model. Practically, this study suggests that in China's current marketing channels, channel members should prioritize knowledge-based RSI when making RSI into channels and pay special attention to relational trust cultivated by RSI.", "author" : [ { "dropping-particle" : "", "family" : "Zhao", "given" : "Yanhui", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Wang", "given" : "Guocai", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Strategic Marketing", "id" : "ITEM-1", "issue" : "1", "issued" : { "date-parts" : [ [ "2011" ] ] }, "page" : "57-71", "title" : "The impact of relation-specific investment on channel relationship performance: evidence from China", "type" : "article-journal", "volume" : "19" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=f7d45642-6c55-4f8f-a54f-057e7f2744b4" ] }, { "id" : "ITEM-2", "itemData" : { "DOI" : "10.1016/j.ibusrev.2011.05.005", "ISBN" : "0969-5931", "ISSN" : "09695931", "abstract" : "This paper investigates the factors influencing relationship learning in cross-border buyer-supplier relationships. A conceptual model is developed by integrating organizational learning theory, relational governance and the resource-based view. Based on a cross-sectional sample of 160 firms in the information technology industry and a structural equation model, the findings show that learning intent, absorptive capacity and cross-cultural differences influence relationship learning. This study further addresses the moderating effects of trust. ?? 2011 Elsevier Ltd.", "author" : [ { "dropping-particle" : "", "family" : "Liu", "given" : "C.-L E", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "International Business Review", "id" : "ITEM-2", "issue" : "3", "issued" : { "date-parts" : [ [ "2012" ] ] }, "page" : "311-327", "publisher" : "Elsevier Ltd", "title" : "An investigation of relationship learning in cross-border buyer-supplier relationships: The role of trust", "type" : "article-journal", "volume" : "21" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=c7365d9f-e6ba-4ac6-b931-6ddda4230943" ] }, { "id" : "ITEM-3", "itemData" : { "DOI" : "10.1108/02651331011037520", "ISBN" : "0265133101103", "ISSN" : "0265-1335", "abstract" : "There has been growing interest on how emerging country firms can improve collaborative relationships with their international supply chain partners and improve performance outcomes. This paper aims to develop and test a model which emphasizes how advanced information technology and relationship learning can help Taiwanese electronics firms to improve their working relationship with international buyers. Data were collected from 246 Taiwanese electronics firms which nurture relationships with international buyers. Structural equation modeling was employed to test the interrelationships between key concepts in the proposed conceptual model. The findings suggest that applied technological innovation, a key IT resource, can enhance relationship learning for suppliers in their dealings with international buyers. This in turn contributes to higher supplier innovativeness and relationship performance. Moreover, applied technological innovation can improve supplier innovativeness directly. Interestingly however, applied technological innovation does not directly contribute to relationship performance. This paper provides empirical evidence on the contribution of applied technological innovation on enhancing relationship learning and innovation in interfirm relationships for Asia-Pacific dragon electronic firms. Managers should focus on building relationship learning and adopting advanced IT to support joint learning activities in international channel relationships in order to improve relationship outcomes. The paper develops hypotheses and tests a conceptual model which explains the contribution of applied technological innovation and relationship learning on supplier innovativeness and relationship performance.", "author" : [ { "dropping-particle" : "", "family" : "Jean", "given" : "Ruey-Jer \u201cBryan\u201d", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Sinkovics", "given" : "Rudolf R.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "International Marketing Review", "id" : "ITEM-3", "issue" : "2", "issued" : { "date-parts" : [ [ "2010" ] ] }, "page" : "200-222", "title" : "Relationship learning and performance enhancement via advanced information technology", "type" : "article-journal", "volume" : "27" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=c2a8fd3a-094a-4fd8-8751-d47488b9af3b" ] }, { "id" : "ITEM-4", "itemData" : { "abstract" : "Exploitative Learning Performance", "author" : [ { "dropping-particle" : "", "family" : "Selnes", "given" : "Fred", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Sallis", "given" : "James", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Marketing", "id" : "ITEM-4", "issue" : "3", "issued" : { "date-parts" : [ [ "2003" ] ] }, "page" : "80-95", "title" : "Promoting Relationship Learning", "type" : "article-journal", "volume" : "67" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=3562eb5c-c381-4e4b-8613-456a64f8d133" ] } ], "mendeley" : { "formattedCitation" : "(Jean & Sinkovics, 2010; C.-L. 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Zhao & Wang, 2011)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }( e.g. Jean & Sinkovics, 2010; Liu, 2012; Selnes & Sallis, 2003; Zhao & Wang, 2011), sales performance ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1016/j.jbusres.2016.02.019", "ISBN" : "0148-2963", "ISSN" : "01482963", "abstract" : "This study seeks evidence for a positive moderating role of relationship learning in the relation between manufacturing firms' knowledge-intensive business services (KIBS), i.e., product-related services for developing customized solutions, and firms' customer-specific sales performance. Our findings from a survey of 91 supplier-customer relationships indicate that KIBS offerings do not generate performance per se; instead, supplier-customer relationships must be characterized by relationship learning to co-create value from the supplier's KIBS offerings. Our findings extend the literature on industrial service businesses by shedding a more nuanced light on the core activities that enable value co-creation and value appropriation in the KIBS context.", "author" : [ { "dropping-particle" : "", "family" : "Kohtam\u00e4ki", "given" : "Marko", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Partanen", "given" : "Jukka", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Business Research", "id" : "ITEM-1", "issue" : "7", "issued" : { "date-parts" : [ [ "2016" ] ] }, "page" : "2498-2506", "publisher" : "Elsevier Inc.", "title" : "Co-creating value from knowledge-intensive business services in manufacturing firms: The moderating role of relationship learning in supplier-customer interactions", "type" : "article-journal", "volume" : "69" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=94167339-af9e-4ea1-b01c-4d9c18e81ec9" ] } ], "mendeley" : { "formattedCitation" : "(Kohtam\u00e4ki & Partanen, 2016)", "plainTextFormattedCitation" : "(Kohtam\u00e4ki & Partanen, 2016)", "previouslyFormattedCitation" : "(Kohtam\u00e4ki & Partanen, 2016)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Kohtamäki & Partanen, 2016), and innovation performance ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1016/j.indmarman.2011.02.005", "ISBN" : "0019-8501", "ISSN" : "00198501", "abstract" : "This study investigates the relationship between relationship learning and innovation. It discusses the difference and relationship between knowledge flow and knowledge stock as embodied in relationship learning. Results show that information sharing and joint sensemaking (knowledge flow) are positively associated with relationship-specific memory (knowledge stock), and indirectly influence both explorative and exploitative innovation through their effects on relationship-specific memory. This study also examines the role of learning intent of individual firms in relationship learning. Results indicate that stronger learning intent enhances the effect of information sharing on relationship-specific memory. Finally, the study discusses several implications of this research and offers suggestions for future research.", "author" : [ { "dropping-particle" : "", "family" : "Fang", "given" : "Shyh-Rong", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Fang", "given" : "Shih-Chieh", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Chou", "given" : "Chia-Hui", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Yang", "given" : "Shu-Mi", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Tsai", "given" : "Fu-Sheng", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Industrial Marketing Management", "id" : "ITEM-1", "issue" : "5", "issued" : { "date-parts" : [ [ "2011" ] ] }, "page" : "743-753", "publisher" : "Elsevier Inc.", "title" : "Relationship learning and innovation: The role of relationship-specific memory", "type" : "article-journal", "volume" : "40" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=296c3042-718d-46ed-87c9-fd8c4ca8d460" ] }, { "id" : "ITEM-2", "itemData" : { "DOI" : "10.1016/j.indmarman.2008.12.003", "ISBN" : "0019-8501", "ISSN" : "00198501", "abstract" : "This study utilized structural equations modeling (SEM) to explore the positive effects of relationship learning and absorptive capacity on competitive advantages of companies through their innovation performances in Taiwanese manufacturing industry. The results of this study showed that relationship learning and absorptive capacity positively influence upon innovation performances of companies, and further have positive effects on competitive advantages of companies. In addition, this study divided the sample into three groups by the levels of relationship learning and absorptive capacity and found that there was a significant difference of innovation performance among these three groups: \u2018Highly Capable Companies\u2019, \u2018Medially Capable Companies\u2019, and \u2018Lowly Capable Companies\u2019. It is important for \u2018Lowly Capable Companies\u2019 to increase both of their relationship learning and absorptive capacity to enhance their innovation performances.", "author" : [ { "dropping-particle" : "", "family" : "Chen", "given" : "Yu-Shan", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Lin", "given" : "Ming-Ji James", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Chang", "given" : "Ching-Hsun", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Industrial Marketing Management", "id" : "ITEM-2", "issue" : "2", "issued" : { "date-parts" : [ [ "2009" ] ] }, "page" : "152-158", "publisher" : "Elsevier Inc.", "title" : "The positive effects of relationship learning and absorptive capacity on innovation performance and competitive advantage in industrial markets", "type" : "article-journal", "volume" : "38" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=bfe30bc7-51b8-4044-a19f-c8d543907d4f" ] } ], "mendeley" : { "formattedCitation" : "(Chen et al., 2009; S.-R. 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Extant literature primarily reveals two types of antecedents of relationship learning: environmental and inter-organizational factors ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1016/j.jom.2010.01.003", "ISBN" : "0272-6963 U6 - ctx_ver=Z39.88-2004&ctx_enc=info%3Aofi%2Fenc%3AUTF-8&rfr_id=info:sid/summon.serialssolutions.com&rft_val_fmt=info:ofi/fmt:kev:mtx:journal&rft.genre=article&rft.atitle=Does+relationship+learning+lead+to+relationship+value%3F+A+cross-national+supply+chain+investigation&rft.jtitle=Journal+of+Operations+Management&rft.au=Cheung%2C+Mee-Shew&rft.au=Myers%2C+Matthew+B&rft.au=Mentzer%2C+John+T&rft.date=2010&rft.pub=Elsevier+B.V&rft.issn=0272-6963&rft.eissn=1873-1317&rft.volume=28&rft.issu", "ISSN" : "02726963", "abstract" : "In global business-to-business markets, shared resources between buyers and suppliers often result in competitive advantages and enhanced relationships between firms. Unfortunately, there is a paucity of research regarding learning capabilities between business partners in a cross-border setting. This study takes the approach to integrate customer value literature into interorganizational learning theory and adopts the often-neglected theoretical perspective of transaction value by contextualizing inter-firm collaboration in terms of relationship learning and value co-creation viewed by both the buyers and sellers in one single study. Through the development of a conceptual framework that examines how global environmental and inter-organizational conditions influence learning capabilities, the study investigates how relationship learning influences relationship value for both supplying and buying firms. Using a survey of 126 cross-border dyads in the industrial chemical, packaging, consumer durable, and apparel industries, the authors show how relationship learning is valued by both buyers and suppliers, and how it is critical when viewing the \"supplier as a customer.\" The results indicate the strategic nature of relationship learning in maintaining cross-border business-to-business relationships. Simultaneously, the findings provide evidence that cultural distance is not a significant influence on the firm's propensity to share knowledge with its global partners. It helps advance our understanding of the significance of cultural-pollination in the era of globalization. ?? 2010 Elsevier B.V. All rights reserved.", "author" : [ { "dropping-particle" : "", "family" : "Cheung", "given" : "Mee Shew", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Myers", "given" : "Matthew B.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Mentzer", "given" : "John T.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Operations Management", "id" : "ITEM-1", "issue" : "6", "issued" : { "date-parts" : [ [ "2010" ] ] }, "page" : "472-487", "title" : "Does relationship learning lead to relationship value? 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Using a survey of 126 cross-border dyads in the industrial chemical, packaging, consumer durable, and apparel industries, the authors show how relationship learning is valued by both buyers and suppliers, and how it is critical when viewing the \"supplier as a customer.\" The results indicate the strategic nature of relationship learning in maintaining cross-border business-to-business relationships. Simultaneously, the findings provide evidence that cultural distance is not a significant influence on the firm's propensity to share knowledge with its global partners. It helps advance our understanding of the significance of cultural-pollination in the era of globalization. ?? 2010 Elsevier B.V. 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Unfortunately, there is a paucity of research regarding learning capabilities between business partners in a cross-border setting. This study takes the approach to integrate customer value literature into interorganizational learning theory and adopts the often-neglected theoretical perspective of transaction value by contextualizing inter-firm collaboration in terms of relationship learning and value co-creation viewed by both the buyers and sellers in one single study. Through the development of a conceptual framework that examines how global environmental and inter-organizational conditions influence learning capabilities, the study investigates how relationship learning influences relationship value for both supplying and buying firms. Using a survey of 126 cross-border dyads in the industrial chemical, packaging, consumer durable, and apparel industries, the authors show how relationship learning is valued by both buyers and suppliers, and how it is critical when viewing the \"supplier as a customer.\" The results indicate the strategic nature of relationship learning in maintaining cross-border business-to-business relationships. Simultaneously, the findings provide evidence that cultural distance is not a significant influence on the firm's propensity to share knowledge with its global partners. It helps advance our understanding of the significance of cultural-pollination in the era of globalization. ?? 2010 Elsevier B.V. All rights reserved.", "author" : [ { "dropping-particle" : "", "family" : "Cheung", "given" : "Mee Shew", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Myers", "given" : "Matthew B.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Mentzer", "given" : "John T.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Operations Management", "id" : "ITEM-1", "issue" : "6", "issued" : { "date-parts" : [ [ "2010" ] ] }, "page" : "472-487", "title" : "Does relationship learning lead to relationship value? 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Based on a cross-sectional sample of 160 firms in the information technology industry and a structural equation model, the findings show that learning intent, absorptive capacity and cross-cultural differences influence relationship learning. This study further addresses the moderating effects of trust. ?? 2011 Elsevier Ltd.", "author" : [ { "dropping-particle" : "", "family" : "Liu", "given" : "C.-L E", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "International Business Review", "id" : "ITEM-1", "issue" : "3", "issued" : { "date-parts" : [ [ "2012" ] ] }, "page" : "311-327", "publisher" : "Elsevier Ltd", "title" : "An investigation of relationship learning in cross-border buyer-supplier relationships: The role of trust", "type" : "article-journal", "volume" : "21" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=c7365d9f-e6ba-4ac6-b931-6ddda4230943" ] } ], "mendeley" : { "formattedCitation" : "(C.-L. E. 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[ABSTRACT FROM AUTHOR]", "author" : [ { "dropping-particle" : "", "family" : "Jean", "given" : "Ruey-Jer \u201cBryan\u201d", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Sinkovics", "given" : "Rudolf R", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Kim", "given" : "Daekwan", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of International Marketing", "id" : "ITEM-1", "issue" : "1", "issued" : { "date-parts" : [ [ "2010" ] ] }, "page" : "63-85", "title" : "Drivers and Performance Outcomes of Relationship Learning for Suppliers in Cross-Border Customer\u2013Supplier Relationships: The Role of Communication Culture", "type" : "article-journal", "volume" : "18" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=bba78b9e-cb11-45e9-98f1-1ac21ca10a44" ] } ], "mendeley" : { "formattedCitation" : "(Jean et al., 2010)", "plainTextFormattedCitation" : "(Jean et al., 2010)", "previouslyFormattedCitation" : "(Jean et al., 2010)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Jean et al., 2010); the latter typically includes specific investments ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1080/0965254X.2010.537763", "ISSN" : "0965-254X", "abstract" : "This study attempts to uncover the mechanisms underlying the impact of relation-specific investment (RSI) on channel relationship performance. We distinguish between property-based RSI and knowledge-based RSI, which are argued to rely on different mediating paths to facilitate relationship performance. Specifically, property-based RSI stimulates formal contract, whereas knowledge-based RSI generates relational trust and relationship learning. However, relational trust exerts an adverse influence on the effectiveness of relationship learning. Results from an empirical study conducted in the context of China's marketing channel basically support the proposed model. Practically, this study suggests that in China's current marketing channels, channel members should prioritize knowledge-based RSI when making RSI into channels and pay special attention to relational trust cultivated by RSI.", "author" : [ { "dropping-particle" : "", "family" : "Zhao", "given" : "Yanhui", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Wang", "given" : "Guocai", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Strategic Marketing", "id" : "ITEM-1", "issue" : "1", "issued" : { "date-parts" : [ [ "2011" ] ] }, "page" : "57-71", "title" : "The impact of relation-specific investment on channel relationship performance: evidence from China", "type" : "article-journal", "volume" : "19" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=f7d45642-6c55-4f8f-a54f-057e7f2744b4" ] }, { "id" : "ITEM-2", "itemData" : { "DOI" : "10.1016/j.jom.2010.01.003", "ISBN" : "0272-6963 U6 - ctx_ver=Z39.88-2004&ctx_enc=info%3Aofi%2Fenc%3AUTF-8&rfr_id=info:sid/summon.serialssolutions.com&rft_val_fmt=info:ofi/fmt:kev:mtx:journal&rft.genre=article&rft.atitle=Does+relationship+learning+lead+to+relationship+value%3F+A+cross-national+supply+chain+investigation&rft.jtitle=Journal+of+Operations+Management&rft.au=Cheung%2C+Mee-Shew&rft.au=Myers%2C+Matthew+B&rft.au=Mentzer%2C+John+T&rft.date=2010&rft.pub=Elsevier+B.V&rft.issn=0272-6963&rft.eissn=1873-1317&rft.volume=28&rft.issu", "ISSN" : "02726963", "abstract" : "In global business-to-business markets, shared resources between buyers and suppliers often result in competitive advantages and enhanced relationships between firms. Unfortunately, there is a paucity of research regarding learning capabilities between business partners in a cross-border setting. This study takes the approach to integrate customer value literature into interorganizational learning theory and adopts the often-neglected theoretical perspective of transaction value by contextualizing inter-firm collaboration in terms of relationship learning and value co-creation viewed by both the buyers and sellers in one single study. Through the development of a conceptual framework that examines how global environmental and inter-organizational conditions influence learning capabilities, the study investigates how relationship learning influences relationship value for both supplying and buying firms. Using a survey of 126 cross-border dyads in the industrial chemical, packaging, consumer durable, and apparel industries, the authors show how relationship learning is valued by both buyers and suppliers, and how it is critical when viewing the \"supplier as a customer.\" The results indicate the strategic nature of relationship learning in maintaining cross-border business-to-business relationships. Simultaneously, the findings provide evidence that cultural distance is not a significant influence on the firm's propensity to share knowledge with its global partners. It helps advance our understanding of the significance of cultural-pollination in the era of globalization. ?? 2010 Elsevier B.V. All rights reserved.", "author" : [ { "dropping-particle" : "", "family" : "Cheung", "given" : "Mee Shew", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Myers", "given" : "Matthew B.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Mentzer", "given" : "John T.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Operations Management", "id" : "ITEM-2", "issue" : "6", "issued" : { "date-parts" : [ [ "2010" ] ] }, "page" : "472-487", "title" : "Does relationship learning lead to relationship value? A cross-national supply chain investigation", "type" : "article-journal", "volume" : "28" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=8371a5d7-aae4-4afb-8f25-17675a0da108" ] }, { "id" : "ITEM-3", "itemData" : { "DOI" : "10.1016/j.jwb.2007.06.008", "ISBN" : "1090-9516", "ISSN" : "10909516", "abstract" : "This study examines how suppliers who do not have bargaining power to protect relationship-specific investments (RSIs) can use safeguarding mechanisms to create transaction value in the context of asymmetric international subcontracting partnerships. From a supplier perspective, two different types of bilateral safeguarding mechanisms, relationship learning and relational capital, play discrete roles in the process of creating transaction value. Drawing on a resource-based view (RBV) of the firm, this study proposes that RSIs (a firm's resources), can enhance relationship learning (capabilities), which in turn, facilitates dyadic capability enhancing (joint competitive advantage). In addition, from a social capital perspective, relational capital facilitates relationship learning and strengthens the positive relationship between RSIs and relationship learning. Relationship learning plays the key role, and acts as the catalyst in transforming RSIs and relational capital into dyadic capability enhancing. The hypotheses are tested using data from a survey of 118 Taiwanese supplier-international buyer relationships in information technology industries. The study finds that relationship learning mediates the relationship between RSIs and dyadic capability enhancing, and that relational capital moderates the relationship between RSIs and relationship learning. ?? 2007 Elsevier Inc. All rights reserved.", "author" : [ { "dropping-particle" : "", "family" : "Chang", "given" : "Kuo Hsiung", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Gotcher", "given" : "Donald F.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of World Business", "id" : "ITEM-3", "issue" : "4", "issued" : { "date-parts" : [ [ "2007" ] ] }, "page" : "477-488", "title" : "Safeguarding investments and creation of transaction value in asymmetric international subcontracting relationships: The role of relationship learning and relational capital", "type" : "article-journal", "volume" : "42" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=e2cb7d4d-f89c-454f-9610-beeb3efd2a0b" ] } ], "mendeley" : { "formattedCitation" : "(Chang & Gotcher, 2007; Cheung et al., 2010; Y. 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In the context of the international electronics supply chain, which is characterized by cultural differences and complexity of products, relationship learning is difficult to achieve and relies largely on close collaboration between partners. The authors build on the resource-based view of the firm and adopt a communication culture theory to examine drivers and performance outcomes of relationship learning in cross-border relationships in the electronics industry. They propose a research framework in which a firm's innovativeness orientation, trust, information technology advancement, and technological uncertainty are determinants of relationship learning. In the framework, they introduce the communication cultures of the supplier and buyer as a moderator. Using 246 electronics suppliers in relationships with international original equipment manufacturer customers, the authors empirically show that innovativeness orientation, trust, and technological uncertainty affect relationship learning positively. Furthermore, the communication cultures of the supplier and buyer moderate the effects of innovativeness orientation and technological uncertainty. The authors conclude with a discussion of the implications. [ABSTRACT FROM AUTHOR]", "author" : [ { "dropping-particle" : "", "family" : "Jean", "given" : "Ruey-Jer \u201cBryan\u201d", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Sinkovics", "given" : "Rudolf R", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Kim", "given" : "Daekwan", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of International Marketing", "id" : "ITEM-1", "issue" : "1", "issued" : { "date-parts" : [ [ "2010" ] ] }, "page" : "63-85", "title" : "Drivers and Performance Outcomes of Relationship Learning for Suppliers in Cross-Border Customer\u2013Supplier Relationships: The Role of Communication Culture", "type" : "article-journal", "volume" : "18" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=bba78b9e-cb11-45e9-98f1-1ac21ca10a44" ] }, { "id" : "ITEM-2", "itemData" : { "abstract" : "Exploitative Learning Performance", "author" : [ { "dropping-particle" : "", "family" : "Selnes", "given" : "Fred", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Sallis", "given" : "James", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Marketing", "id" : "ITEM-2", "issue" : "3", "issued" : { "date-parts" : [ [ "2003" ] ] }, "page" : "80-95", "title" : "Promoting Relationship Learning", "type" : "article-journal", "volume" : "67" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=3562eb5c-c381-4e4b-8613-456a64f8d133" ] } ], "mendeley" : { "formattedCitation" : "(Jean et al., 2010; Selnes & Sallis, 2003)", "manualFormatting" : "(e.g. Cheung et al., 2010; Jean et al., 2010; Selnes & Sallis, 2003)", "plainTextFormattedCitation" : "(Jean et al., 2010; Selnes & Sallis, 2003)", "previouslyFormattedCitation" : "(Jean et al., 2010; Selnes & Sallis, 2003)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(e.g. Cheung et al., 2010; Jean et al., 2010; Selnes & Sallis, 2003), commitment ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1016/j.indmarman.2005.03.006", "ISBN" : "0019-8501", "ISSN" : "00198501", "abstract" : "In spite of the increasingly recognized role of trade shows as a highly cost-effective medium, there are few established guidelines on how to capitalize on these meeting occasions. The relational view of competitive advantage, however, identifies relationship learning as an important avenue for creating differential advantage and supernormal profits in relationships. The purpose of this study is to develop a theoretical model explicating relationship-based learning activities growing out of trade shows, its determinants and performance effect. Specifically, it examines the roles of relationship properties of trade show participants, and collective inquiry approaches used for trade shows, in fostering learning between exhibitors and visitors. The model was tested by a sample of 414 exhibitor\u2013visitor relationship dyads identified at specific trade shows. The direct effect of relationship commitment, consensus, and collective inquiry on relationship learning at trade shows was confirmed. The powerful influence of relationship learning activities on relationship performance outcomes as perceived by exhibitors at trade shows was substantiated.", "author" : [ { "dropping-particle" : "", "family" : "Ling-yee", "given" : "Li", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Industrial Marketing Management", "id" : "ITEM-1", "issue" : "2", "issued" : { "date-parts" : [ [ "2006" ] ] }, "page" : "166-177", "title" : "Relationship learning at trade shows: Its antecedents and consequences", "type" : "article-journal", "volume" : "35" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=0bfb05b9-9bec-469a-9f24-38465830b7e3" ] } ], "mendeley" : { "formattedCitation" : "(Ling-yee, 2006)", "manualFormatting" : "(e.g. Ling-yee, 2006)", "plainTextFormattedCitation" : "(Ling-yee, 2006)", "previouslyFormattedCitation" : "(Ling-yee, 2006)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(e.g. Ling-yee, 2006), and technology ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1108/02651331011037520", "ISBN" : "0265133101103", "ISSN" : "0265-1335", "abstract" : "There has been growing interest on how emerging country firms can improve collaborative relationships with their international supply chain partners and improve performance outcomes. This paper aims to develop and test a model which emphasizes how advanced information technology and relationship learning can help Taiwanese electronics firms to improve their working relationship with international buyers. Data were collected from 246 Taiwanese electronics firms which nurture relationships with international buyers. Structural equation modeling was employed to test the interrelationships between key concepts in the proposed conceptual model. The findings suggest that applied technological innovation, a key IT resource, can enhance relationship learning for suppliers in their dealings with international buyers. This in turn contributes to higher supplier innovativeness and relationship performance. Moreover, applied technological innovation can improve supplier innovativeness directly. Interestingly however, applied technological innovation does not directly contribute to relationship performance. This paper provides empirical evidence on the contribution of applied technological innovation on enhancing relationship learning and innovation in interfirm relationships for Asia-Pacific dragon electronic firms. Managers should focus on building relationship learning and adopting advanced IT to support joint learning activities in international channel relationships in order to improve relationship outcomes. The paper develops hypotheses and tests a conceptual model which explains the contribution of applied technological innovation and relationship learning on supplier innovativeness and relationship performance.", "author" : [ { "dropping-particle" : "", "family" : "Jean", "given" : "Ruey-Jer \u201cBryan\u201d", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Sinkovics", "given" : "Rudolf R.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "International Marketing Review", "id" : "ITEM-1", "issue" : "2", "issued" : { "date-parts" : [ [ "2010" ] ] }, "page" : "200-222", "title" : "Relationship learning and performance enhancement via advanced information technology", "type" : "article-journal", "volume" : "27" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=c2a8fd3a-094a-4fd8-8751-d47488b9af3b" ] } ], "mendeley" : { "formattedCitation" : "(Jean & Sinkovics, 2010)", "manualFormatting" : "(e.g. Jean & Sinkovics, 2010)", "plainTextFormattedCitation" : "(Jean & Sinkovics, 2010)", "previouslyFormattedCitation" : "(Jean & Sinkovics, 2010)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(e.g. Jean & Sinkovics, 2010). For example, ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1016/j.jom.2010.01.003", "ISBN" : "0272-6963 U6 - ctx_ver=Z39.88-2004&ctx_enc=info%3Aofi%2Fenc%3AUTF-8&rfr_id=info:sid/summon.serialssolutions.com&rft_val_fmt=info:ofi/fmt:kev:mtx:journal&rft.genre=article&rft.atitle=Does+relationship+learning+lead+to+relationship+value%3F+A+cross-national+supply+chain+investigation&rft.jtitle=Journal+of+Operations+Management&rft.au=Cheung%2C+Mee-Shew&rft.au=Myers%2C+Matthew+B&rft.au=Mentzer%2C+John+T&rft.date=2010&rft.pub=Elsevier+B.V&rft.issn=0272-6963&rft.eissn=1873-1317&rft.volume=28&rft.issu", "ISSN" : "02726963", "abstract" : "In global business-to-business markets, shared resources between buyers and suppliers often result in competitive advantages and enhanced relationships between firms. Unfortunately, there is a paucity of research regarding learning capabilities between business partners in a cross-border setting. This study takes the approach to integrate customer value literature into interorganizational learning theory and adopts the often-neglected theoretical perspective of transaction value by contextualizing inter-firm collaboration in terms of relationship learning and value co-creation viewed by both the buyers and sellers in one single study. Through the development of a conceptual framework that examines how global environmental and inter-organizational conditions influence learning capabilities, the study investigates how relationship learning influences relationship value for both supplying and buying firms. Using a survey of 126 cross-border dyads in the industrial chemical, packaging, consumer durable, and apparel industries, the authors show how relationship learning is valued by both buyers and suppliers, and how it is critical when viewing the \"supplier as a customer.\" The results indicate the strategic nature of relationship learning in maintaining cross-border business-to-business relationships. Simultaneously, the findings provide evidence that cultural distance is not a significant influence on the firm's propensity to share knowledge with its global partners. It helps advance our understanding of the significance of cultural-pollination in the era of globalization. ?? 2010 Elsevier B.V. All rights reserved.", "author" : [ { "dropping-particle" : "", "family" : "Cheung", "given" : "Mee Shew", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Myers", "given" : "Matthew B.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Mentzer", "given" : "John T.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Operations Management", "id" : "ITEM-1", "issue" : "6", "issued" : { "date-parts" : [ [ "2010" ] ] }, "page" : "472-487", "title" : "Does relationship learning lead to relationship value? A cross-national supply chain investigation", "type" : "article-journal", "volume" : "28" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=8371a5d7-aae4-4afb-8f25-17675a0da108" ] } ], "mendeley" : { "formattedCitation" : "(Cheung et al., 2010)", "manualFormatting" : "Cheung et al. (2010)", "plainTextFormattedCitation" : "(Cheung et al., 2010)", "previouslyFormattedCitation" : "(Cheung et al., 2010)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }Cheung et al. (2010) find that environmental uncertainty facilitates relationship learning, but trust between sellers and buyers has no direct effect on relationship learning. In addition, regarding boundary conditions, only four constructs have been examined to moderate the links between these antecedents and relationship learning. The four moderators are relational capital ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1016/j.jwb.2007.06.008", "ISBN" : "1090-9516", "ISSN" : "10909516", "abstract" : "This study examines how suppliers who do not have bargaining power to protect relationship-specific investments (RSIs) can use safeguarding mechanisms to create transaction value in the context of asymmetric international subcontracting partnerships. From a supplier perspective, two different types of bilateral safeguarding mechanisms, relationship learning and relational capital, play discrete roles in the process of creating transaction value. Drawing on a resource-based view (RBV) of the firm, this study proposes that RSIs (a firm's resources), can enhance relationship learning (capabilities), which in turn, facilitates dyadic capability enhancing (joint competitive advantage). In addition, from a social capital perspective, relational capital facilitates relationship learning and strengthens the positive relationship between RSIs and relationship learning. Relationship learning plays the key role, and acts as the catalyst in transforming RSIs and relational capital into dyadic capability enhancing. The hypotheses are tested using data from a survey of 118 Taiwanese supplier-international buyer relationships in information technology industries. The study finds that relationship learning mediates the relationship between RSIs and dyadic capability enhancing, and that relational capital moderates the relationship between RSIs and relationship learning. ?? 2007 Elsevier Inc. All rights reserved.", "author" : [ { "dropping-particle" : "", "family" : "Chang", "given" : "Kuo Hsiung", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Gotcher", "given" : "Donald F.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of World Business", "id" : "ITEM-1", "issue" : "4", "issued" : { "date-parts" : [ [ "2007" ] ] }, "page" : "477-488", "title" : "Safeguarding investments and creation of transaction value in asymmetric international subcontracting relationships: The role of relationship learning and relational capital", "type" : "article-journal", "volume" : "42" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=e2cb7d4d-f89c-454f-9610-beeb3efd2a0b" ] } ], "mendeley" : { "formattedCitation" : "(Chang & Gotcher, 2007)", "plainTextFormattedCitation" : "(Chang & Gotcher, 2007)", "previouslyFormattedCitation" : "(Chang & Gotcher, 2007)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Chang & Gotcher, 2007), trust ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1016/j.ibusrev.2011.05.005", "ISBN" : "0969-5931", "ISSN" : "09695931", "abstract" : "This paper investigates the factors influencing relationship learning in cross-border buyer-supplier relationships. A conceptual model is developed by integrating organizational learning theory, relational governance and the resource-based view. Based on a cross-sectional sample of 160 firms in the information technology industry and a structural equation model, the findings show that learning intent, absorptive capacity and cross-cultural differences influence relationship learning. This study further addresses the moderating effects of trust. ?? 2011 Elsevier Ltd.", "author" : [ { "dropping-particle" : "", "family" : "Liu", "given" : "C.-L E", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "International Business Review", "id" : "ITEM-1", "issue" : "3", "issued" : { "date-parts" : [ [ "2012" ] ] }, "page" : "311-327", "publisher" : "Elsevier Ltd", "title" : "An investigation of relationship learning in cross-border buyer-supplier relationships: The role of trust", "type" : "article-journal", "volume" : "21" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=c7365d9f-e6ba-4ac6-b931-6ddda4230943" ] } ], "mendeley" : { "formattedCitation" : "(C.-L. E. Liu, 2012)", "manualFormatting" : "( Liu, 2012)", "plainTextFormattedCitation" : "(C.-L. E. Liu, 2012)", "previouslyFormattedCitation" : "(C.-L. E. 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Unfortunately, there is a paucity of research regarding learning capabilities between business partners in a cross-border setting. This study takes the approach to integrate customer value literature into interorganizational learning theory and adopts the often-neglected theoretical perspective of transaction value by contextualizing inter-firm collaboration in terms of relationship learning and value co-creation viewed by both the buyers and sellers in one single study. Through the development of a conceptual framework that examines how global environmental and inter-organizational conditions influence learning capabilities, the study investigates how relationship learning influences relationship value for both supplying and buying firms. 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All rights reserved.", "author" : [ { "dropping-particle" : "", "family" : "Cheung", "given" : "Mee Shew", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Myers", "given" : "Matthew B.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Mentzer", "given" : "John T.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Operations Management", "id" : "ITEM-1", "issue" : "6", "issued" : { "date-parts" : [ [ "2010" ] ] }, "page" : "472-487", "title" : "Does relationship learning lead to relationship value? 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Using 246 electronics suppliers in relationships with international original equipment manufacturer customers, the authors empirically show that innovativeness orientation, trust, and technological uncertainty affect relationship learning positively. Furthermore, the communication cultures of the supplier and buyer moderate the effects of innovativeness orientation and technological uncertainty. The authors conclude with a discussion of the implications. [ABSTRACT FROM AUTHOR]", "author" : [ { "dropping-particle" : "", "family" : "Jean", "given" : "Ruey-Jer \u201cBryan\u201d", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Sinkovics", "given" : "Rudolf R", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Kim", "given" : "Daekwan", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of International Marketing", "id" : "ITEM-1", "issue" : "1", "issued" : { "date-parts" : [ [ "2010" ] ] }, "page" : "63-85", "title" : "Drivers and Performance Outcomes of Relationship Learning for Suppliers in Cross-Border Customer\u2013Supplier Relationships: The Role of Communication Culture", "type" : "article-journal", "volume" : "18" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=bba78b9e-cb11-45e9-98f1-1ac21ca10a44" ] } ], "mendeley" : { "formattedCitation" : "(Jean et al., 2010)", "plainTextFormattedCitation" : "(Jean et al., 2010)", "previouslyFormattedCitation" : "(Jean et al., 2010)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Jean et al., 2010). Among them, cultural distance does not exert any moderation effect in the article ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1016/j.jom.2010.01.003", "ISBN" : "0272-6963 U6 - ctx_ver=Z39.88-2004&ctx_enc=info%3Aofi%2Fenc%3AUTF-8&rfr_id=info:sid/summon.serialssolutions.com&rft_val_fmt=info:ofi/fmt:kev:mtx:journal&rft.genre=article&rft.atitle=Does+relationship+learning+lead+to+relationship+value%3F+A+cross-national+supply+chain+investigation&rft.jtitle=Journal+of+Operations+Management&rft.au=Cheung%2C+Mee-Shew&rft.au=Myers%2C+Matthew+B&rft.au=Mentzer%2C+John+T&rft.date=2010&rft.pub=Elsevier+B.V&rft.issn=0272-6963&rft.eissn=1873-1317&rft.volume=28&rft.issu", "ISSN" : "02726963", "abstract" : "In global business-to-business markets, shared resources between buyers and suppliers often result in competitive advantages and enhanced relationships between firms. Unfortunately, there is a paucity of research regarding learning capabilities between business partners in a cross-border setting. This study takes the approach to integrate customer value literature into interorganizational learning theory and adopts the often-neglected theoretical perspective of transaction value by contextualizing inter-firm collaboration in terms of relationship learning and value co-creation viewed by both the buyers and sellers in one single study. Through the development of a conceptual framework that examines how global environmental and inter-organizational conditions influence learning capabilities, the study investigates how relationship learning influences relationship value for both supplying and buying firms. Using a survey of 126 cross-border dyads in the industrial chemical, packaging, consumer durable, and apparel industries, the authors show how relationship learning is valued by both buyers and suppliers, and how it is critical when viewing the \"supplier as a customer.\" The results indicate the strategic nature of relationship learning in maintaining cross-border business-to-business relationships. Simultaneously, the findings provide evidence that cultural distance is not a significant influence on the firm's propensity to share knowledge with its global partners. It helps advance our understanding of the significance of cultural-pollination in the era of globalization. ?? 2010 Elsevier B.V. All rights reserved.", "author" : [ { "dropping-particle" : "", "family" : "Cheung", "given" : "Mee Shew", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Myers", "given" : "Matthew B.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Mentzer", "given" : "John T.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Operations Management", "id" : "ITEM-1", "issue" : "6", "issued" : { "date-parts" : [ [ "2010" ] ] }, "page" : "472-487", "title" : "Does relationship learning lead to relationship value? A cross-national supply chain investigation", "type" : "article-journal", "volume" : "28" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=8371a5d7-aae4-4afb-8f25-17675a0da108" ] } ], "mendeley" : { "formattedCitation" : "(Cheung et al., 2010)", "plainTextFormattedCitation" : "(Cheung et al., 2010)", "previouslyFormattedCitation" : "(Cheung et al., 2010)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Cheung et al., 2010) and communication context only moderates the relationship between innovativeness orientation and relationship learning ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1509/jimk.18.1.63", "ISBN" : "1069031X", "ISSN" : "1069-031X", "PMID" : "47974875", "abstract" : "Recently, relationship learning between supply chain members has drawn a great deal of attention in the literature. In the context of the international electronics supply chain, which is characterized by cultural differences and complexity of products, relationship learning is difficult to achieve and relies largely on close collaboration between partners. The authors build on the resource-based view of the firm and adopt a communication culture theory to examine drivers and performance outcomes of relationship learning in cross-border relationships in the electronics industry. They propose a research framework in which a firm's innovativeness orientation, trust, information technology advancement, and technological uncertainty are determinants of relationship learning. In the framework, they introduce the communication cultures of the supplier and buyer as a moderator. Using 246 electronics suppliers in relationships with international original equipment manufacturer customers, the authors empirically show that innovativeness orientation, trust, and technological uncertainty affect relationship learning positively. Furthermore, the communication cultures of the supplier and buyer moderate the effects of innovativeness orientation and technological uncertainty. The authors conclude with a discussion of the implications. [ABSTRACT FROM AUTHOR]", "author" : [ { "dropping-particle" : "", "family" : "Jean", "given" : "Ruey-Jer \u201cBryan\u201d", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Sinkovics", "given" : "Rudolf R", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Kim", "given" : "Daekwan", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of International Marketing", "id" : "ITEM-1", "issue" : "1", "issued" : { "date-parts" : [ [ "2010" ] ] }, "page" : "63-85", "title" : "Drivers and Performance Outcomes of Relationship Learning for Suppliers in Cross-Border Customer\u2013Supplier Relationships: The Role of Communication Culture", "type" : "article-journal", "volume" : "18" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=bba78b9e-cb11-45e9-98f1-1ac21ca10a44" ] } ], "mendeley" : { "formattedCitation" : "(Jean et al., 2010)", "plainTextFormattedCitation" : "(Jean et al., 2010)", "previouslyFormattedCitation" : "(Jean et al., 2010)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Jean et al., 2010). Table 1 presents a summary of the literature on relationship learning. Given the positive relationship between relationship learning and innovation ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1016/j.indmarman.2011.02.005", "ISBN" : "0019-8501", "ISSN" : "00198501", "abstract" : "This study investigates the relationship between relationship learning and innovation. It discusses the difference and relationship between knowledge flow and knowledge stock as embodied in relationship learning. Results show that information sharing and joint sensemaking (knowledge flow) are positively associated with relationship-specific memory (knowledge stock), and indirectly influence both explorative and exploitative innovation through their effects on relationship-specific memory. This study also examines the role of learning intent of individual firms in relationship learning. Results indicate that stronger learning intent enhances the effect of information sharing on relationship-specific memory. Finally, the study discusses several implications of this research and offers suggestions for future research.", "author" : [ { "dropping-particle" : "", "family" : "Fang", "given" : "Shyh-Rong", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Fang", "given" : "Shih-Chieh", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Chou", "given" : "Chia-Hui", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Yang", "given" : "Shu-Mi", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Tsai", "given" : "Fu-Sheng", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Industrial Marketing Management", "id" : "ITEM-1", "issue" : "5", "issued" : { "date-parts" : [ [ "2011" ] ] }, "page" : "743-753", "publisher" : "Elsevier Inc.", "title" : "Relationship learning and innovation: The role of relationship-specific memory", "type" : "article-journal", "volume" : "40" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=296c3042-718d-46ed-87c9-fd8c4ca8d460" ] }, { "id" : "ITEM-2", "itemData" : { "DOI" : "10.1016/j.indmarman.2008.12.003", "ISBN" : "0019-8501", "ISSN" : "00198501", "abstract" : "This study utilized structural equations modeling (SEM) to explore the positive effects of relationship learning and absorptive capacity on competitive advantages of companies through their innovation performances in Taiwanese manufacturing industry. The results of this study showed that relationship learning and absorptive capacity positively influence upon innovation performances of companies, and further have positive effects on competitive advantages of companies. In addition, this study divided the sample into three groups by the levels of relationship learning and absorptive capacity and found that there was a significant difference of innovation performance among these three groups: \u2018Highly Capable Companies\u2019, \u2018Medially Capable Companies\u2019, and \u2018Lowly Capable Companies\u2019. It is important for \u2018Lowly Capable Companies\u2019 to increase both of their relationship learning and absorptive capacity to enhance their innovation performances.", "author" : [ { "dropping-particle" : "", "family" : "Chen", "given" : "Yu-Shan", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Lin", "given" : "Ming-Ji James", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Chang", "given" : "Ching-Hsun", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Industrial Marketing Management", "id" : "ITEM-2", "issue" : "2", "issued" : { "date-parts" : [ [ "2009" ] ] }, "page" : "152-158", "publisher" : "Elsevier Inc.", "title" : "The positive effects of relationship learning and absorptive capacity on innovation performance and competitive advantage in industrial markets", "type" : "article-journal", "volume" : "38" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=bfe30bc7-51b8-4044-a19f-c8d543907d4f" ] } ], "mendeley" : { "formattedCitation" : "(Chen et al., 2009; S.-R. Fang et al., 2011)", "manualFormatting" : "(Chen, Lin, & Chang, 2009; Fang et al., 2011)", "plainTextFormattedCitation" : "(Chen et al., 2009; S.-R. Fang et al., 2011)", "previouslyFormattedCitation" : "(Chen et al., 2009; S.-R. Fang et al., 2011)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Chen, Lin, & Chang, 2009; Fang et al., 2011), we are going to investigate whether governance mechanisms can contribute to alliance innovation performance through relationship learning.

<Insert Table 1 about Here>

2.2 Governance mechanisms

Alliances might not proceed as planned, since partners might diverge their original goals, behave opportunistically, and alter their operational routines, leading to conflicts and thus threatening the stability of partnership ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.2307/1252252", "ISBN" : "0022-2429", "ISSN" : "0022-2429", "PMID" : "9406201510", "abstract" : "Relationship management rapidly is becoming a central research paradigm in the marketing channels literature. A growing body of conceptual and empirical literature addresses different aspects of interfirm relationships, building in part on recent theoretical developments in organization theory, law, and economics. Interestingly, however, some of these theoretical frameworks make radically different assumptions about the nature of interfirm relationships, though these differences to date have not been examined systematically in the marketing literature. The author reviews these theoretical perspectives and develops a formal typology of approaches to relationship management. Specifically, he develops a typology of three different forms of governance, which vary systematically in terms of how specific interfirm processes are carried out. He also discusses the antecendents of different relationship forms and shows the results of a preliminary empirical test. [ABSTRACT FROM AUTHOR] Copyright of Journal of Marketing is the property of American Marketing Association and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract. (Copyright applies to all Abstracts.)", "author" : [ { "dropping-particle" : "", "family" : "Heide", "given" : "Jan B", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Marketing", "id" : "ITEM-1", "issue" : "1", "issued" : { "date-parts" : [ [ "1994" ] ] }, "page" : "71-85", "title" : "Interorganizational Governance in Marketing Channels", "type" : "article-journal", "volume" : "58" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=cfecc1fc-6755-419e-bf7e-1cdc07471cbc" ] } ], "mendeley" : { "formattedCitation" : "(Heide, 1994)", "plainTextFormattedCitation" : "(Heide, 1994)", "previouslyFormattedCitation" : "(Heide, 1994)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Heide, 1994). The objective of governance is to ensure that alliances could achieve their expected objectives by controlling partners’ behaviors, thus reducing risks. Scholars have agreed with two types of governance mechanisms: transactional and relational ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1287/mnsc.49.12.1684.25112", "ISBN" : "00251909", "ISSN" : "0025-1909", "PMID" : "12126030", "abstract" : "Opportunism is a central construct in exchange theory. Economists contend that despite the firm's best efforts to erect governance structures that reduce opportunism and preserve outcomes, there is always some opportunism that remains once the transaction is in,place. Despite this, there are few studies that systematically investigate the safeguarding efficacy of relationship attributes in the presence of such ex post opportunism. In this research, we develop a theoretical framework and provide a longitudinal test of the ability of various relationship safeguards to preserve performance outcomes and future expectations given varying levels of ex post opportunism in the relationship. Our survey results from over 300 buyers and suppliers indicates that given lower levels of opportunism, bilateral idiosyncratic investments and interpersonal trust enhance performance outcomes and future expectations, while goal congruence has no discernable effect. However, at higher levels of opportunism, goal congruence becomes a more powerful safeguard, while interpersonal trust becomes less effective. Bilateral idiosyncratic investments continue to preserve performance outcomes and future expectations even at higher levels of opportunism. Implications for the long-term management of interorganizational alliances are discussed.", "author" : [ { "dropping-particle" : "", "family" : "Jap", "given" : "Sandy D", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Anderson", "given" : "Erin", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Management Science", "id" : "ITEM-1", "issue" : "12", "issued" : { "date-parts" : [ [ "2003" ] ] }, "page" : "1684-1701", "title" : "Safeguarding Interorganizational Performance and Continuity Under Ex Post Opportunism", "type" : "article-journal", "volume" : "49" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=82412e93-4f88-4e97-80a6-7b7eff298c15" ] }, { "id" : "ITEM-2", "itemData" : { "DOI" : "10.1002/smj.249", "ISBN" : "01432095", "ISSN" : "01432095", "PMID" : "7046063", "abstract" : "Relational exchange arrangements supported by trust are commonly viewed as substitutes for complex contracts in interorganizational exchanges. Many argue that formal contracts actually undermine trust and thereby encourage the opportunistic behavior they are designed to discourage. In this paper, we develop and test an alternative perspective: that formal contracts and relational governance function as complements. Using data from a sample of information service exchanges, we find empirical support for this proposition of complementarity. Managers appear to couple their increasingly customized contracts with high levels of relational governance (and vice versa). Moreover, this interdependence underlies their ability to generate improvements in exchange performance. Our results concerning the determinants of these governance choices show their distinct origins, which further augments their complementarity in practice.", "author" : [ { "dropping-particle" : "", "family" : "Poppo", "given" : "Laura", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Zenger", "given" : "Todd", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Strategic Management Journal", "id" : "ITEM-2", "issue" : "8", "issued" : { "date-parts" : [ [ "2002" ] ] }, "page" : "707-725", "title" : "Do Formal Contracts and Relational Governance Function as Substitutes or Complements?", "type" : "article-journal", "volume" : "23" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=df7d5288-6b72-4d56-8440-fbf65b7b85da" ] }, { "id" : "ITEM-3", "itemData" : { "DOI" : "10.1016/j.jom.2008.09.004", "ISSN" : "02726963", "author" : [ { "dropping-particle" : "", "family" : "Liu", "given" : "Yi", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Luo", "given" : "Yadong", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Liu", "given" : "Ting", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Operations Management", "id" : "ITEM-3", "issue" : "4", "issued" : { "date-parts" : [ [ "2009" ] ] }, "page" : "294-309", "title" : "Governing buyer\u2013supplier relationships through transactional and relational mechanisms: Evidence from China", "type" : "article-journal", "volume" : "27" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=28094b63-2c5a-45d4-9e2f-374ec034934e" ] }, { "id" : "ITEM-4", "itemData" : { "DOI" : "10.1016/j.jom.2014.09.009", "ISBN" : "02726963", "ISSN" : "02726963", "PMID" : "100874991", "abstract" : "Although extant literature has shown that formal contracts and relational governance play a key role in interorganizational relationships, the nature of their interplay still remains equivocal. To better understand the relationships between contractual and relational governance, we conducted a qualitative review and meta-analysis of the existing literature. Meta-analytic results from 33,051 interorganizational relationships across 149 empirical studies have indicated that contractual governance is positively related to both sides of relational governance - trust and relational norms. Our results have also indicated that contracts, trust, and relational norms jointly improve satisfaction and relationship performance and jointly reduce opportunism. These findings provide strong evidence for the complementarity arguments of the contractual-relational governance relationships and their joint impacts on performance. We also found that the mutual relationships between contractual and relational governance are moderated by the institutional environments, the interorganizational relationship type and length, and the construct measurement of contracts. Overall, this study provides new insights on when contractual and relational governance complement or substitute each other. We discuss the implications of our study for theory and practice and propose a research agenda for future research on governance in interorganizational relationships.", "author" : [ { "dropping-particle" : "", "family" : "Cao", "given" : "Zhi", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Lumineau", "given" : "Fabrice", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Operations Management", "id" : "ITEM-4", "issued" : { "date-parts" : [ [ "2015" ] ] }, "page" : "15-42", "title" : "Revisiting the interplay between contractual and relational governance: A qualitative and meta-analytic investigation", "type" : "article-journal", "volume" : "33-34" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=d0d72fde-76d9-480a-9584-53a0776a4db7" ] } ], "mendeley" : { "formattedCitation" : "(Cao & Lumineau, 2015; Jap & Anderson, 2003; Y. Liu et al., 2009; Poppo & Zenger, 2002)", "manualFormatting" : "(Cao & Lumineau, 2015; Jap & Anderson, 2003; Liu et al., 2009; Poppo & Zenger, 2002)", "plainTextFormattedCitation" : "(Cao & Lumineau, 2015; Jap & Anderson, 2003; Y. Liu et al., 2009; Poppo & Zenger, 2002)", "previouslyFormattedCitation" : "(Cao & Lumineau, 2015; Jap & Anderson, 2003; Y. Liu et al., 2009; Poppo & Zenger, 2002)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Cao & Lumineau, 2015; Jap & Anderson, 2003; Liu et al., 2009; Poppo & Zenger, 2002). Transactional governance mechanism aims to avoid uncertainties and risks through legal agreements and economic incentive systems, while relational governance mechanism governs inter-organizational relationships through moral norms and cooperative atmosphere ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1016/j.jom.2008.09.004", "ISSN" : "02726963", "author" : [ { "dropping-particle" : "", "family" : "Liu", "given" : "Yi", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Luo", "given" : "Yadong", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Liu", "given" : "Ting", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Operations Management", "id" : "ITEM-1", "issue" : "4", "issued" : { "date-parts" : [ [ "2009" ] ] }, "page" : "294-309", "title" : "Governing buyer\u2013supplier relationships through transactional and relational mechanisms: Evidence from China", "type" : "article-journal", "volume" : "27" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=28094b63-2c5a-45d4-9e2f-374ec034934e" ] } ], "mendeley" : { "formattedCitation" : "(Y. Liu et al., 2009)", "manualFormatting" : "(Liu et al., 2009)", "plainTextFormattedCitation" : "(Y. Liu et al., 2009)", "previouslyFormattedCitation" : "(Y. Liu et al., 2009)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Liu et al., 2009). Prior studies have confirmed the importance of the two mechanisms in reducing risks and enhancing relationship performance ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1057/jibs.2012.7", "ISSN" : "0047-2506", "author" : [ { "dropping-particle" : "", "family" : "Zhou", "given" : "Kevin Zheng", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Xu", "given" : "Dean", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of International Business Studies", "id" : "ITEM-1", "issue" : "7", "issued" : { "date-parts" : [ [ "2012" ] ] }, "page" : "677-692", "publisher" : "Nature Publishing Group", "title" : "How foreign firms curtail local supplier opportunism in China: Detailed contracts, centralized control, and relational governance", "type" : "article-journal", "volume" : "43" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=be2867dd-6083-4767-a788-15b732ef9c1f" ] }, { "id" : "ITEM-2", "itemData" : { "DOI" : "10.1016/j.jom.2014.09.009", "ISBN" : "02726963", "ISSN" : "02726963", "PMID" : "100874991", "abstract" : "Although extant literature has shown that formal contracts and relational governance play a key role in interorganizational relationships, the nature of their interplay still remains equivocal. To better understand the relationships between contractual and relational governance, we conducted a qualitative review and meta-analysis of the existing literature. Meta-analytic results from 33,051 interorganizational relationships across 149 empirical studies have indicated that contractual governance is positively related to both sides of relational governance - trust and relational norms. Our results have also indicated that contracts, trust, and relational norms jointly improve satisfaction and relationship performance and jointly reduce opportunism. These findings provide strong evidence for the complementarity arguments of the contractual-relational governance relationships and their joint impacts on performance. We also found that the mutual relationships between contractual and relational governance are moderated by the institutional environments, the interorganizational relationship type and length, and the construct measurement of contracts. Overall, this study provides new insights on when contractual and relational governance complement or substitute each other. We discuss the implications of our study for theory and practice and propose a research agenda for future research on governance in interorganizational relationships.", "author" : [ { "dropping-particle" : "", "family" : "Cao", "given" : "Zhi", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Lumineau", "given" : "Fabrice", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Operations Management", "id" : "ITEM-2", "issued" : { "date-parts" : [ [ "2015" ] ] }, "page" : "15-42", "title" : "Revisiting the interplay between contractual and relational governance: A qualitative and meta-analytic investigation", "type" : "article-journal", "volume" : "33-34" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=d0d72fde-76d9-480a-9584-53a0776a4db7" ] }, { "id" : "ITEM-3", "itemData" : { "DOI" : "10.1016/j.jbusres.2016.12.029", "ISSN" : "01482963", "abstract" : "Based on the literature on relationship marketing and marketing channel research, this study proposes that in a channel relationship, interpersonal guanxi between boundary spanners of channel partners mediates the relationship between a firm's relationship marketing orientation and relational governance. Using the data collected from about 300 Chinese manufacturers and their suppliers, this study shows that relationship marketing orientation positively relates to relational governance, and boundary spanners' interpersonal guanxi mediates this relationship. Relational governance further affects channel partners' opportunistic behaviors. This study also discusses the findings' implications for marketing practitioners and suggestions for future research.", "author" : [ { "dropping-particle" : "", "family" : "Dong", "given" : "Weiwei", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Ma", "given" : "Zhenzhong", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Zhou", "given" : "Xiaolian", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Business Research", "id" : "ITEM-3", "issued" : { "date-parts" : [ [ "2017" ] ] }, "publisher" : "Elsevier Inc.", "title" : "Relational governance in supplier-buyer relationships: The mediating effects of boundary spanners' interpersonal guanxi in China's B2B market", "type" : "article-journal" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=49f0ae1f-9657-4d76-843e-395ccbde82b6" ] }, { "id" : "ITEM-4", "itemData" : { "DOI" : "10.1002/smj.249", "ISBN" : "01432095", "ISSN" : "01432095", "PMID" : "7046063", "abstract" : "Relational exchange arrangements supported by trust are commonly viewed as substitutes for complex contracts in interorganizational exchanges. Many argue that formal contracts actually undermine trust and thereby encourage the opportunistic behavior they are designed to discourage. In this paper, we develop and test an alternative perspective: that formal contracts and relational governance function as complements. Using data from a sample of information service exchanges, we find empirical support for this proposition of complementarity. Managers appear to couple their increasingly customized contracts with high levels of relational governance (and vice versa). Moreover, this interdependence underlies their ability to generate improvements in exchange performance. Our results concerning the determinants of these governance choices show their distinct origins, which further augments their complementarity in practice.", "author" : [ { "dropping-particle" : "", "family" : "Poppo", "given" : "Laura", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Zenger", "given" : "Todd", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Strategic Management Journal", "id" : "ITEM-4", "issue" : "8", "issued" : { "date-parts" : [ [ "2002" ] ] }, "page" : "707-725", "title" : "Do Formal Contracts and Relational Governance Function as Substitutes or Complements?", "type" : "article-journal", "volume" : "23" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=df7d5288-6b72-4d56-8440-fbf65b7b85da" ] } ], "mendeley" : { "formattedCitation" : "(Cao & Lumineau, 2015; Dong, Ma, & Zhou, 2017; Poppo & Zenger, 2002; Zhou & Xu, 2012)", "plainTextFormattedCitation" : "(Cao & Lumineau, 2015; Dong, Ma, & Zhou, 2017; Poppo & Zenger, 2002; Zhou & Xu, 2012)", "previouslyFormattedCitation" : "(Cao & Lumineau, 2015; Dong, Ma, & Zhou, 2017; Poppo & Zenger, 2002; Zhou & Xu, 2012)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Cao & Lumineau, 2015; Dong, Ma, & Zhou, 2017; Poppo & Zenger, 2002; Zhou & Xu, 2012).

2.2.1 Transactional governance mechanism

Transactional mechanisms are espoused by transactional cost economics, which contends that bounded rationality (e.g. limited manage time and span of control) restrains mangers’ ability to foresee all possible contingencies ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "author" : [ { "dropping-particle" : "", "family" : "Williamson", "given" : "O.E.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "id" : "ITEM-1", "issued" : { "date-parts" : [ [ "1985" ] ] }, "publisher" : "Free Press", "publisher-place" : "New York", "title" : "The Economic Institutions of Capitalism: Frims, Markets, Relational Contracting", "type" : "book" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=81d0e88b-d4d9-43cf-8c1e-889db4510d8a" ] } ], "mendeley" : { "formattedCitation" : "(Williamson, 1985)", "plainTextFormattedCitation" : "(Williamson, 1985)", "previouslyFormattedCitation" : "(Williamson, 1985)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Williamson, 1985). Because of bounded rationality, exchange relationships tend to witness opportunism, which is defined as “a lack of candor or honesty in transactions, to include self-interest seeking with guile” ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "author" : [ { "dropping-particle" : "", "family" : "Williamson", "given" : "O.E.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "id" : "ITEM-1", "issued" : { "date-parts" : [ [ "1975" ] ] }, "publisher-place" : "New York: Free Press", "title" : "Markets and hierarchies", "type" : "book" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=ed761e29-35ac-4629-ba0e-efb4ed0b4ad1" ] } ], "mendeley" : { "formattedCitation" : "(Williamson, 1975)", "manualFormatting" : "(Williamson, 1975, p. 9)", "plainTextFormattedCitation" : "(Williamson, 1975)", "previouslyFormattedCitation" : "(Williamson, 1975)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Williamson, 1975, p. 9). Opportunistic behaviors include cheating, lying, obfuscate, and stealing ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "author" : [ { "dropping-particle" : "", "family" : "Williamson", "given" : "O.E.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "id" : "ITEM-1", "issued" : { "date-parts" : [ [ "1985" ] ] }, "publisher" : "Free Press", "publisher-place" : "New York", "title" : "The Economic Institutions of Capitalism: Frims, Markets, Relational Contracting", "type" : "book" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=81d0e88b-d4d9-43cf-8c1e-889db4510d8a" ] } ], "mendeley" : { "formattedCitation" : "(Williamson, 1985)", "plainTextFormattedCitation" : "(Williamson, 1985)", "previouslyFormattedCitation" : "(Williamson, 1985)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Williamson, 1985). Transactional mechanisms are featured by formal contracts and bilateral specific investments (BSIs hereafter) ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.2307/1252040", "ISBN" : "00222429", "ISSN" : "00222429", "PMID" : "9208310665", "abstract" : "Transaction cost analysis is rapidly becoming an important theoretical paradigm in marketing. However, the accumulation of transaction cost studies has been accompanied by a growing body of criticism, primarily directed toward its underlying behavioral norm of opportunism. That norm is a serious theoretical deficiency, not only because it may be descriptively inaccurate, but also because it limits the applicability of the theoretical framework. The authors show that norms play a very significant role in structuring economically efficient relationships between independent firms. In the absence of supportive norms, it is not possible for parties whose specific assets are at risk to acquire vertical control as per the transaction cost prescription. Instead, those parties lose control because of their dependence. An empirical test of the conceptual model in a sample of manufacturer-supplier relationships shows good support for the authors' hypotheses. [ABSTRACT FROM AUTHOR] Copyright of Journal of Marketing is the property of American Marketing Association and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract. (Copyright applies to all Abstracts.)", "author" : [ { "dropping-particle" : "", "family" : "Heide", "given" : "Jan B.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "John", "given" : "George", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Marketing", "id" : "ITEM-1", "issue" : "2", "issued" : { "date-parts" : [ [ "1992" ] ] }, "page" : "32", "title" : "Do Norms Matter in Marketing Relationships?", "type" : "article-journal", "volume" : "56" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=cf59901d-5ff0-4391-94b7-d279001c0c30" ] }, { "id" : "ITEM-2", "itemData" : { "DOI" : "10.1016/j.jom.2008.09.004", "ISSN" : "02726963", "author" : [ { "dropping-particle" : "", "family" : "Liu", "given" : "Yi", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Luo", "given" : "Yadong", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Liu", "given" : "Ting", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Operations Management", "id" : "ITEM-2", "issue" : "4", "issued" : { "date-parts" : [ [ "2009" ] ] }, "page" : "294-309", "title" : "Governing buyer\u2013supplier relationships through transactional and relational mechanisms: Evidence from China", "type" : "article-journal", "volume" : "27" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=28094b63-2c5a-45d4-9e2f-374ec034934e" ] } ], "mendeley" : { "formattedCitation" : "(Heide & John, 1992; Y. Liu et al., 2009)", "manualFormatting" : "(Heide & John, 1992; Liu et al., 2009)", "plainTextFormattedCitation" : "(Heide & John, 1992; Y. Liu et al., 2009)", "previouslyFormattedCitation" : "(Heide & John, 1992; Y. Liu et al., 2009)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Heide & John, 1992; Liu et al., 2009). 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Many argue that formal contracts actually undermine trust and thereby encourage the opportunistic behavior they are designed to discourage. In this paper, we develop and test an alternative perspective: that formal contracts and relational governance function as complements. Using data from a sample of information service exchanges, we find empirical support for this proposition of complementarity. Managers appear to couple their increasingly customized contracts with high levels of relational governance (and vice versa). Moreover, this interdependence underlies their ability to generate improvements in exchange performance. Our results concerning the determinants of these governance choices show their distinct origins, which further augments their complementarity in practice.", "author" : [ { "dropping-particle" : "", "family" : "Poppo", "given" : "Laura", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Zenger", "given" : "Todd", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Strategic Management Journal", "id" : "ITEM-2", "issue" : "8", "issued" : { "date-parts" : [ [ "2002" ] ] }, "page" : "707-725", "title" : "Do Formal Contracts and Relational Governance Function as Substitutes or Complements?", "type" : "article-journal", "volume" : "23" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=df7d5288-6b72-4d56-8440-fbf65b7b85da" ] } ], "mendeley" : { "formattedCitation" : "(Poppo & Zenger, 2002; Ryall & Sampson, 2009)", "manualFormatting" : "(Ryall & Sampson, 2009; Poppo & Zenger, 2002)", "plainTextFormattedCitation" : "(Poppo & Zenger, 2002; Ryall & Sampson, 2009)", "previouslyFormattedCitation" : "(Poppo & Zenger, 2002; Ryall & Sampson, 2009)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Ryall & Sampson, 2009; Poppo & Zenger, 2002). A well-drafted contract is regarded as a major tool to prevent opportunistic behaviors since it specifies rights and responsibilities of both partners through formal rules, terms, incentives, penalties, and procedures ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.2307/1252252", "ISBN" : "0022-2429", "ISSN" : "0022-2429", "PMID" : "9406201510", "abstract" : "Relationship management rapidly is becoming a central research paradigm in the marketing channels literature. A growing body of conceptual and empirical literature addresses different aspects of interfirm relationships, building in part on recent theoretical developments in organization theory, law, and economics. Interestingly, however, some of these theoretical frameworks make radically different assumptions about the nature of interfirm relationships, though these differences to date have not been examined systematically in the marketing literature. The author reviews these theoretical perspectives and develops a formal typology of approaches to relationship management. Specifically, he develops a typology of three different forms of governance, which vary systematically in terms of how specific interfirm processes are carried out. He also discusses the antecendents of different relationship forms and shows the results of a preliminary empirical test. [ABSTRACT FROM AUTHOR] Copyright of Journal of Marketing is the property of American Marketing Association and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract. (Copyright applies to all Abstracts.)", "author" : [ { "dropping-particle" : "", "family" : "Heide", "given" : "Jan B", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Marketing", "id" : "ITEM-1", "issue" : "1", "issued" : { "date-parts" : [ [ "1994" ] ] }, "page" : "71-85", "title" : "Interorganizational Governance in Marketing Channels", "type" : "article-journal", "volume" : "58" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=cfecc1fc-6755-419e-bf7e-1cdc07471cbc" ] } ], "mendeley" : { "formattedCitation" : "(Heide, 1994)", "plainTextFormattedCitation" : "(Heide, 1994)", "previouslyFormattedCitation" : "(Heide, 1994)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Heide, 1994). Partners stipulate clauses with legal forces in formal contracts to achieve alliance objectives. Firms can utilize detailed contracts to mitigate ex and post opportunism ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1509/jmkg.64.4.36.18070", "ISBN" : "0022-2429", "ISSN" : "0022-2429", "PMID" : "3789053", "abstract" : "Much of the recent literature on interfirm relationships has focused on strategies for controlling opportunism. Somewhat surprisingly, little attention has been paid in this literature to the opportunism construct itself. Specifically, prior research has failed to recognize the different types of behavior that are hidden behind the general opportunism label. As a consequence, the knowledge of strategies for managing opportunism remains incomplete. The authors review the original and emergent conceptualizations of opportunism and illustrate them using actual industry cases. 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BSIs serve as another important transactional tool in monitoring partnerships ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1509/jmkg.64.4.36.18070", "ISBN" : "0022-2429", "ISSN" : "0022-2429", "PMID" : "3789053", "abstract" : "Much of the recent literature on interfirm relationships has focused on strategies for controlling opportunism. Somewhat surprisingly, little attention has been paid in this literature to the opportunism construct itself. Specifically, prior research has failed to recognize the different types of behavior that are hidden behind the general opportunism label. As a consequence, the knowledge of strategies for managing opportunism remains incomplete. The authors review the original and emergent conceptualizations of opportunism and illustrate them using actual industry cases. 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Specific investments are the resources that are valuable to a particular relationship and are of little value outside the partnership ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.2307/1252252", "ISBN" : "0022-2429", "ISSN" : "0022-2429", "PMID" : "9406201510", "abstract" : "Relationship management rapidly is becoming a central research paradigm in the marketing channels literature. A growing body of conceptual and empirical literature addresses different aspects of interfirm relationships, building in part on recent theoretical developments in organization theory, law, and economics. Interestingly, however, some of these theoretical frameworks make radically different assumptions about the nature of interfirm relationships, though these differences to date have not been examined systematically in the marketing literature. The author reviews these theoretical perspectives and develops a formal typology of approaches to relationship management. Specifically, he develops a typology of three different forms of governance, which vary systematically in terms of how specific interfirm processes are carried out. He also discusses the antecendents of different relationship forms and shows the results of a preliminary empirical test. [ABSTRACT FROM AUTHOR] Copyright of Journal of Marketing is the property of American Marketing Association and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract. 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These resources include training, operating procedures, equipment, and information systems ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1509/jmkr.40.2.210.19223", "ISBN" : "0022-2437", "ISSN" : "0022-2437", "PMID" : "9676657", "abstract" : "Effect of buyer specific investments by buyer on perception of supplier opportunism will shift in a nonmonotonic fashion over the range of these relationship conditions.", "author" : [ { "dropping-particle" : "", "family" : "Rokkan", "given" : "Aksel I.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Heide", "given" : "Jan B.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Wathne", "given" : "Kenneth H.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Marketing Research", "id" : "ITEM-1", "issue" : "May", "issued" : { "date-parts" : [ [ "2003" ] ] }, "page" : "210-224", "title" : "Specific Investments in Marketing Relationships: Expropriation and Bonding Effects", "type" : "article-journal", "volume" : "40" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=29879424-977c-495a-8ca4-05e9181c39aa" ] } ], "mendeley" : { "formattedCitation" : "(Rokkan, Heide, & Wathne, 2003)", "plainTextFormattedCitation" : "(Rokkan, Heide, & Wathne, 2003)", "previouslyFormattedCitation" : "(Rokkan, Heide, & Wathne, 2003)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Rokkan, Heide, & Wathne, 2003). 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Each of these potential sources are examined in detail, key subprocesses are identified, and the isolating mechanisms that serve to preserve relational rents are discussed.", "author" : [ { "dropping-particle" : "", "family" : "Dyer", "given" : "Jeffrey H.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Singh", "given" : "Harbir", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Academy of Management Review", "id" : "ITEM-1", "issue" : "4", "issued" : { "date-parts" : [ [ "1998" ] ] }, "page" : "660-679", "title" : "The relational view: Cooperative strategy and sources of interorganizational competitive advantage", "type" : "article-journal", "volume" : "23" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=2c4da3f1-8a55-4638-a085-5a2572dbcec8" ] } ], "mendeley" : { "formattedCitation" : "(Dyer & Singh, 1998)", "plainTextFormattedCitation" : "(Dyer & Singh, 1998)", "previouslyFormattedCitation" : "(Dyer & Singh, 1998)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Dyer & Singh, 1998). BSIs, which cannot be generated by others or be acquired from the market, provide relationship-bound economic incentives to the partnership ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1002/smj.297", "ISBN" : "1097-0266", "ISSN" : "01432095", "abstract" : "e study sources of operational performance improvement in supplier partnerships. We argue that supplier performance will benefit most where time-bound relational assets have developed between a buyer and supplier and the firms exploit the resulting communication efficiency by transferring productive knowledge. We examine the effects of two forms of knowledge exchange together with the prior duration of the buyer-supplier relationship. We find similar interaction patterns in two survey samples of Japanese and U.S. automotive suppliers. The effect of ordinary technical exchanges on supplier performance improvement does not vary with relationship duration. The effect of higher-level technology transfer, however, grows more positive as relationship duration increases. Other results show relevant contrasts consistent with heterogeneous sourcing behavior between the two countries. The findings highlight the role of relational assets and show that it is important to distinguish between simple techniques and higher-level technological capabilities when studying interfirm relationships. This research extends the literatures on knowledge transfer, buyer-supplier partnerships, and the performance dynamics of interfirm and intrafirm relationships in general. ", "author" : [ { "dropping-particle" : "", "family" : "Kotabe", "given" : "Masaaki", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Martin", "given" : "Xavier", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Domoto", "given" : "Hiroshi", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Strategic Management Journal", "id" : "ITEM-1", "issue" : "4", "issued" : { "date-parts" : [ [ "2003" ] ] }, "page" : "293-316", "title" : "Gaining from vertical partnerships: Knowledge transfer, relationship duration, and supplier performance improvement in the U.S. and Japanese automotive industries", "type" : "article-journal", "volume" : "24" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=f8d6d30a-e15d-4288-83b6-40a47ace1ec8" ] } ], "mendeley" : { "formattedCitation" : "(Kotabe, Martin, & Domoto, 2003)", "plainTextFormattedCitation" : "(Kotabe, Martin, & Domoto, 2003)", "previouslyFormattedCitation" : "(Kotabe, Martin, & Domoto, 2003)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Kotabe, Martin, & Domoto, 2003). Both partners invest their competitive resources, expecting that they could leverage the resources in the alliance. So, BSIs as mutual hostages increase mutual interdependence, improve coordination between partners, and provide incentives to maintain their partnerships ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1016/j.jom.2008.09.004", "ISSN" : "02726963", "author" : [ { "dropping-particle" : "", "family" : "Liu", "given" : "Yi", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Luo", "given" : "Yadong", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Liu", "given" : "Ting", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Operations Management", "id" : "ITEM-1", "issue" : "4", "issued" : { "date-parts" : [ [ "2009" ] ] }, "page" : "294-309", "title" : "Governing buyer\u2013supplier relationships through transactional and relational mechanisms: Evidence from China", "type" : "article-journal", "volume" : "27" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=28094b63-2c5a-45d4-9e2f-374ec034934e" ] }, { "id" : "ITEM-2", "itemData" : { "DOI" : "10.1509/jmkr.37.2.227.18735", "ISBN" : "0022-2437", "ISSN" : "0022-2437", "PMID" : "235237679", "abstract" : "Powerful suppliers often require retailers to make significant idiosyncratic investments to improve coordination between organizations and to enhance the supplier's presence in the end market. The authors examine how a retailer might better manage the hold-up potential of these transaction-specific investments (TSIs) through the use of three control mechanisms: supplier's TSIs; the development of relational norms; and the use of explicit contracts. Moreover; the authors consider the time-dependent nature of these mechanisms by observing their effects on commitment over the course of a relationship life cycle. The results indicate that (1) a retailer's TSIs have a negative effect on its perceptions of supplier commitment; (2) a supplier's TSIs and relational norms increase the retailer's perception of supplier commitment; whereas explicit contracts are associated with perceptions of lower supplier commitment; and (3) each of the three control mechanisms moderates the negative impact of retailer investments on perceptions of supplier commitment contingent on the relationship phase. Specifically; bilateral TSIs enhance commitment in the exploration phase and a positive effect during the decline phase. The results also indicate that the retailer's perceptions of supplier commitment are positively related to its evaluation of supplier performance and satisfaction and negatively related to conflict.", "author" : [ { "dropping-particle" : "", "family" : "Jap", "given" : "Sandy D.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Ganesan", "given" : "Shankar", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Marketing Research", "id" : "ITEM-2", "issue" : "2", "issued" : { "date-parts" : [ [ "2000" ] ] }, "page" : "227-245", "title" : "Control Mechanisms and the Relationship Life Cycle: Implications for Safeguarding Specific Investments and Developing Commitment", "type" : "article-journal", "volume" : "37" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=5959b54f-2902-4f5c-aad5-032718bc301c" ] } ], "mendeley" : { "formattedCitation" : "(Jap & Ganesan, 2000; Y. Liu et al., 2009)", "manualFormatting" : "(Jap & Ganesan, 2000; Liu et al., 2009)", "plainTextFormattedCitation" : "(Jap & Ganesan, 2000; Y. Liu et al., 2009)", "previouslyFormattedCitation" : "(Jap & Ganesan, 2000; Y. Liu et al., 2009)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Jap & Ganesan, 2000; Liu et al., 2009). Moreover, any opportunistic behavior, which has the risk of hurting or even terminating the partnership, ruins the invested resources ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1509/jmkg.64.4.36.18070", "ISBN" : "0022-2429", "ISSN" : "0022-2429", "PMID" : "3789053", "abstract" : "Much of the recent literature on interfirm relationships has focused on strategies for controlling opportunism. Somewhat surprisingly, little attention has been paid in this literature to the opportunism construct itself. 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Therefore, BSIs can help reduce opportunism in the inter-organizational exchange.

2.2.2 Relational governance mechanism

Relational governance mechanisms endorsed by social exchange theory stress the effect of social connections on economic activities ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1086/228311", "ISBN" : "00029602", "ISSN" : "0002-9602", "PMID" : "21616117", "abstract" : "Published by : The University of Chicago Press Stable URL : http://www.jstor.org/", "author" : [ { "dropping-particle" : "", "family" : "Granovetter", "given" : "Mark", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "American Journal of Sociology", "id" : "ITEM-1", "issue" : "3", "issued" : { "date-parts" : [ [ "1985" ] ] }, "page" : "481 - 510", "title" : "Economic Action and Social Structure: The Problem of Embeddedness", "type" : "article-journal", "volume" : "91" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=5f3c4f99-d2d5-404d-95fa-77525a6d8df5" ] } ], "mendeley" : { "formattedCitation" : "(Granovetter, 1985)", "plainTextFormattedCitation" : "(Granovetter, 1985)", "previouslyFormattedCitation" : "(Granovetter, 1985)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Granovetter, 1985). Social connections produce expected standards that regulate people’s behaviors, thus discouraging opportunism and increasing cooperation. Prior studies mainly view relational norms and trust as relational governance mechanisms ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1016/j.jom.2008.09.004", "ISSN" : "02726963", "author" : [ { "dropping-particle" : "", "family" : "Liu", "given" : "Yi", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Luo", "given" : "Yadong", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Liu", "given" : "Ting", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Operations Management", "id" : "ITEM-1", "issue" : "4", "issued" : { "date-parts" : [ [ "2009" ] ] }, "page" : "294-309", "title" : "Governing buyer\u2013supplier relationships through transactional and relational mechanisms: Evidence from China", "type" : "article-journal", "volume" : "27" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=28094b63-2c5a-45d4-9e2f-374ec034934e" ] }, { "id" : "ITEM-2", "itemData" : { "DOI" : "10.1016/j.jom.2014.09.009", "ISBN" : "02726963", "ISSN" : "02726963", "PMID" : "100874991", "abstract" : "Although extant literature has shown that formal contracts and relational governance play a key role in interorganizational relationships, the nature of their interplay still remains equivocal. To better understand the relationships between contractual and relational governance, we conducted a qualitative review and meta-analysis of the existing literature. Meta-analytic results from 33,051 interorganizational relationships across 149 empirical studies have indicated that contractual governance is positively related to both sides of relational governance - trust and relational norms. Our results have also indicated that contracts, trust, and relational norms jointly improve satisfaction and relationship performance and jointly reduce opportunism. These findings provide strong evidence for the complementarity arguments of the contractual-relational governance relationships and their joint impacts on performance. We also found that the mutual relationships between contractual and relational governance are moderated by the institutional environments, the interorganizational relationship type and length, and the construct measurement of contracts. Overall, this study provides new insights on when contractual and relational governance complement or substitute each other. We discuss the implications of our study for theory and practice and propose a research agenda for future research on governance in interorganizational relationships.", "author" : [ { "dropping-particle" : "", "family" : "Cao", "given" : "Zhi", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Lumineau", "given" : "Fabrice", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Operations Management", "id" : "ITEM-2", "issued" : { "date-parts" : [ [ "2015" ] ] }, "page" : "15-42", "title" : "Revisiting the interplay between contractual and relational governance: A qualitative and meta-analytic investigation", "type" : "article-journal", "volume" : "33-34" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=d0d72fde-76d9-480a-9584-53a0776a4db7" ] } ], "mendeley" : { "formattedCitation" : "(Cao & Lumineau, 2015; Y. Liu et al., 2009)", "manualFormatting" : "(Cao & Lumineau, 2015; Liu et al., 2009)", "plainTextFormattedCitation" : "(Cao & Lumineau, 2015; Y. Liu et al., 2009)", "previouslyFormattedCitation" : "(Cao & Lumineau, 2015; Y. Liu et al., 2009)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Cao & Lumineau, 2015; Liu et al., 2009). Relational norms refer to shared behavioral expectations towards alliance objectives ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.2307/1252040", "ISBN" : "00222429", "ISSN" : "00222429", "PMID" : "9208310665", "abstract" : "Transaction cost analysis is rapidly becoming an important theoretical paradigm in marketing. However, the accumulation of transaction cost studies has been accompanied by a growing body of criticism, primarily directed toward its underlying behavioral norm of opportunism. That norm is a serious theoretical deficiency, not only because it may be descriptively inaccurate, but also because it limits the applicability of the theoretical framework. The authors show that norms play a very significant role in structuring economically efficient relationships between independent firms. In the absence of supportive norms, it is not possible for parties whose specific assets are at risk to acquire vertical control as per the transaction cost prescription. Instead, those parties lose control because of their dependence. An empirical test of the conceptual model in a sample of manufacturer-supplier relationships shows good support for the authors' hypotheses. [ABSTRACT FROM AUTHOR] Copyright of Journal of Marketing is the property of American Marketing Association and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract. (Copyright applies to all Abstracts.)", "author" : [ { "dropping-particle" : "", "family" : "Heide", "given" : "Jan B.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "John", "given" : "George", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Marketing", "id" : "ITEM-1", "issue" : "2", "issued" : { "date-parts" : [ [ "1992" ] ] }, "page" : "32", "title" : "Do Norms Matter in Marketing Relationships?", "type" : "article-journal", "volume" : "56" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=cf59901d-5ff0-4391-94b7-d279001c0c30" ] } ], "mendeley" : { "formattedCitation" : "(Heide & John, 1992)", "plainTextFormattedCitation" : "(Heide & John, 1992)", "previouslyFormattedCitation" : "(Heide & John, 1992)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Heide & John, 1992), while trust refers to the confidence in the partners’ integrity and benevolence in the relationship ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.2307/2640350", "ISBN" : "10477039", "ISSN" : "1047-7039", "PMID" : "3107407", "abstract" : "A conceptual challenge in exploring the role of trust in interorganizational exchange is translating an inherently individual-level concept-trust-to the organizational-level outcome of performance. We define interpersonal and interorganizational trust as distinct constructs and draw on theories of interorganizational relations to derive a model of exchange performance. Specifically, we investigate the role of trust in interfirm exchange at two levels of analysis and assess its effects on negotiation costs, conflict, and ultimately performance. Propositions were tested with data from a sample of 107 buyer-supplier interfirm relationships in the electrical equipment manufacturing industry using a structural equation model. The results indicate that interpersonal and interorganizational trust are related but distinct constructs, and play different roles in affecting negotiation processes and exchange performance. Further, the hypotheses linking trust to performance receive some support, although the precise nature of the link is somewhat different than initially proposed. 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Exploring the Effects of Interorganizational and Interpersonal Trust on Performance", "type" : "article-journal", "volume" : "9" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=db578e05-c918-461c-a495-1fb835f2dfa0" ] } ], "mendeley" : { "formattedCitation" : "(Zaheer, McEvily, & Perrone, 1998)", "plainTextFormattedCitation" : "(Zaheer, McEvily, & Perrone, 1998)", "previouslyFormattedCitation" : "(Zaheer, McEvily, & Perrone, 1998)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Zaheer, McEvily, & Perrone, 1998). The literature presents mixed findings about the effect of trust on relationship learning. Whereas ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1509/jimk.18.1.63", "ISBN" : "1069031X", "ISSN" : "1069-031X", "PMID" : "47974875", "abstract" : "Recently, relationship learning between supply chain members has drawn a great deal of attention in the literature. In the context of the international electronics supply chain, which is characterized by cultural differences and complexity of products, relationship learning is difficult to achieve and relies largely on close collaboration between partners. The authors build on the resource-based view of the firm and adopt a communication culture theory to examine drivers and performance outcomes of relationship learning in cross-border relationships in the electronics industry. They propose a research framework in which a firm's innovativeness orientation, trust, information technology advancement, and technological uncertainty are determinants of relationship learning. In the framework, they introduce the communication cultures of the supplier and buyer as a moderator. Using 246 electronics suppliers in relationships with international original equipment manufacturer customers, the authors empirically show that innovativeness orientation, trust, and technological uncertainty affect relationship learning positively. Furthermore, the communication cultures of the supplier and buyer moderate the effects of innovativeness orientation and technological uncertainty. The authors conclude with a discussion of the implications. [ABSTRACT FROM AUTHOR]", "author" : [ { "dropping-particle" : "", "family" : "Jean", "given" : "Ruey-Jer \u201cBryan\u201d", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Sinkovics", "given" : "Rudolf R", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Kim", "given" : "Daekwan", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of International Marketing", "id" : "ITEM-1", "issue" : "1", "issued" : { "date-parts" : [ [ "2010" ] ] }, "page" : "63-85", "title" : "Drivers and Performance Outcomes of Relationship Learning for Suppliers in Cross-Border Customer\u2013Supplier Relationships: The Role of Communication Culture", "type" : "article-journal", "volume" : "18" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=bba78b9e-cb11-45e9-98f1-1ac21ca10a44" ] } ], "mendeley" : { "formattedCitation" : "(Jean et al., 2010)", "manualFormatting" : "Jean et al.(2010)", "plainTextFormattedCitation" : "(Jean et al., 2010)", "previouslyFormattedCitation" : "(Jean et al., 2010)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }Jean et al.(2010) and Selnes and Sallis (2003) find that trust between partners is positively associated with relationship learning, Cheung et al. (2010) show that trust has no impact on relationship learning. Accordingly, it is still unclear about the link between relational governance mechanisms and relationship learning. Recently, some scholars have argued that relational ties can represent the relational governance mechanism ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1509/jmkg.75.5.34", "ISBN" : "00222429", "ISSN" : "0022-2429", "PMID" : "64342087", "abstract" : "x", "author" : [ { "dropping-particle" : "", "family" : "Noordhoff", "given" : "Corine S", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Kyriakopoulos", "given" : "Kyriakos", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Moorman", "given" : "Christine", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Pauwels", "given" : "Pieter", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Dellaert", "given" : "Benedict G.C", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Marketing", "id" : "ITEM-1", "issue" : "5", "issued" : { "date-parts" : [ [ "2011" ] ] }, "page" : "34-52", "title" : "The Bright Side and Dark Side of Embedded Ties in Business-to-Business Innovation", "type" : "article-journal", "volume" : "75" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=2dc6098d-760a-4559-9c2e-5ca5b0c8ef57" ] }, { "id" : "ITEM-2", "itemData" : { "DOI" : "10.1016/j.jom.2014.01.001", "ISBN" : "0272-6963", "ISSN" : "02726963", "abstract" : "Relational ties between manufacturers and their suppliers serve as an important strategic resource for value creation and realization. However, conflicting evidence exists regarding their role in the acquisition of specific knowledge. This study proposes that relational ties have a nonlinear effect on specific knowledge acquisition and that this nonlinear relationship is conditional on contract specificity and competitive intensity. Results from a sample of 385 manufacturer-supplier exchanges in China demonstrate that a buyer's relational ties with its major supplier have an inverted U-shaped effect on specific knowledge acquisition from this supplier; this inverted U-shaped relationship is stronger (steeper) when contract specificity is high and competition is more intense. These findings suggest that managers should understand the benefits and downsides of relational ties in acquiring specific knowledge and avoid building highly embedded ties when they draft detailed contracts or competition is highly intensive. ?? 2014 Elsevier B.V.", "author" : [ { "dropping-particle" : "", "family" : "Zhou", "given" : "Kevin Zheng", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Zhang", "given" : "Qiyuan", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Sheng", "given" : "Shibin", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Xie", "given" : "En", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Bao", "given" : "Yeqing", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Operations Management", "id" : "ITEM-2", "issue" : "3", "issued" : { "date-parts" : [ [ "2014" ] ] }, "page" : "88-98", "publisher" : "Elsevier B.V.", "title" : "Are relational ties always good for knowledge acquisition? Buyer-supplier exchanges in China", "type" : "article-journal", "volume" : "32" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=d611a462-8ce4-48ca-9f19-dd7e1425af9f" ] } ], "mendeley" : { "formattedCitation" : "(Noordhoff et al., 2011; Zhou et al., 2014)", "manualFormatting" : "(Noordhoff et al., 2011; Zhou et al., 2014)", "plainTextFormattedCitation" : "(Noordhoff et al., 2011; Zhou et al., 2014)", "previouslyFormattedCitation" : "(Noordhoff et al., 2011; Zhou et al., 2014)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Noordhoff et al., 2011; Zhou et al., 2014). As for the context of China, where the Confucian culture prevails, some scholars posit that guanxi actually serves as a relational governance mechanism because it can govern a partner’s behavior to align with the alliance goal ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1016/j.indmarman.2010.12.004", "ISBN" : "0019-8501", "ISSN" : "00198501", "abstract" : "With a growing interest in doing business in a Confucian society, scholars and managers have given much attention to Guanxi as a governance mechanism. Yet, little has been known the unique aspects and the effectiveness of Guanxi-based governance. To address such gap, we specify three distinct aspects of Guanxi in a business setting. First, Guanxi is a fine balance among three key elements: qing (emotion or feeling), li (reciprocity) and liyi (utilitarian benefits). Second, Guanxi pertains to dynamic, interactive relationships at both individual and organizational levels. Third, Guanxi is unalterably linked to the concept of Guanxi-networking (or more precisely, quanzi). Based on these unique aspects, we argue that industrial marketing scholars can borrow theories from veracious disciplines and call for more effort in the empirical examination of the interactions among the three aspects of Guanxi-based governance, the efficacy of Guanxi-based governance, the developmental process of Guanxi networks, and the interactions of interpersonal Guanxi to organizational Guanxi. \u00a9 2010 Elsevier Inc.", "author" : [ { "dropping-particle" : "", "family" : "Yang", "given" : "Zhilin", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Wang", "given" : "Cheng Lu", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Industrial Marketing Management", "id" : "ITEM-1", "issue" : "4", "issued" : { "date-parts" : [ [ "2011" ] ] }, "page" : "492-495", "publisher" : "Elsevier Inc.", "title" : "Guanxi as a governance mechanism in business markets: Its characteristics, relevant theories, and future research directions", "type" : "article-journal", "volume" : "40" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=d40dd76a-8c5f-4299-8bdb-f97ca53cf20f" ] }, { "id" : "ITEM-2", "itemData" : { "DOI" : "10.1509/jmkg.72.4.12", "ISBN" : "0022-2429", "ISSN" : "0022-2429", "PMID" : "32573172", "abstract" : "Guanxi refers to the durable social connections and networks a firm uses to exchange favors for organizational purposes. This study examines how and when guanxi operates as a governance mechanism that influences firm marketing competence and performance in the transitional economy of China. Drawing on social capital theory, the authors propose an integrative framework that unbundles the benefits and risks of guanxi and delineates the organizational processes to internalize guanxi as a corporate core competence. The authors surveyed senior executives in 282 firms in China's consumer products industries. The findings confirm guanxi's direct effects on market performance and its indirect effects mediated through channel capability and responsive capability. The authors also confirm that technological turbulence and competition intensity can be effective structure-loosening forces, thus reducing the governance effects of guanxi. The findings suggest that firms can improve market access and growth through guanxi networks, but managers need to capitalize on them from the personal to the corporate level. In addition, managers should be aware of guanxi's dark sides, which include reciprocal obligations and collective blindness. This study shows that personal networks are popular universally, but in China, they have unique, distinct ways of operation.", "author" : [ { "dropping-particle" : "", "family" : "Gu", "given" : "Flora F", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Hung", "given" : "Kineta", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Tse", "given" : "David K", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Marketing", "id" : "ITEM-2", "issue" : "4", "issued" : { "date-parts" : [ [ "2008" ] ] }, "page" : "12-28", "title" : "When Does <i>Guanxi</i> Matter? Issues of Capitalization and Its Dark Sides", "type" : "article-journal", "volume" : "72" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=fb707bc7-9b5f-4261-844d-6ea6c33df705" ] } ], "mendeley" : { "formattedCitation" : "(Gu, Hung, & Tse, 2008; Z. Yang & Wang, 2011)", "manualFormatting" : "(Gu, Hung, & Tse, 2008; Yang & Wang, 2011)", "plainTextFormattedCitation" : "(Gu, Hung, & Tse, 2008; Z. Yang & Wang, 2011)", "previouslyFormattedCitation" : "(Gu, Hung, & Tse, 2008; Z. Yang & Wang, 2011)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Gu, Hung, & Tse, 2008; Yang & Wang, 2011). This study views guanxi as a relational governance mechanism and defines it as “the durable social connections and networks a firm uses to exchange favors for organizational purposes” ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1509/jmkg.72.4.12", "ISBN" : "0022-2429", "ISSN" : "0022-2429", "PMID" : "32573172", "abstract" : "Guanxi refers to the durable social connections and networks a firm uses to exchange favors for organizational purposes. This study examines how and when guanxi operates as a governance mechanism that influences firm marketing competence and performance in the transitional economy of China. Drawing on social capital theory, the authors propose an integrative framework that unbundles the benefits and risks of guanxi and delineates the organizational processes to internalize guanxi as a corporate core competence. The authors surveyed senior executives in 282 firms in China's consumer products industries. The findings confirm guanxi's direct effects on market performance and its indirect effects mediated through channel capability and responsive capability. The authors also confirm that technological turbulence and competition intensity can be effective structure-loosening forces, thus reducing the governance effects of guanxi. The findings suggest that firms can improve market access and growth through guanxi networks, but managers need to capitalize on them from the personal to the corporate level. In addition, managers should be aware of guanxi's dark sides, which include reciprocal obligations and collective blindness. This study shows that personal networks are popular universally, but in China, they have unique, distinct ways of operation.", "author" : [ { "dropping-particle" : "", "family" : "Gu", "given" : "Flora F", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Hung", "given" : "Kineta", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Tse", "given" : "David K", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Marketing", "id" : "ITEM-1", "issue" : "4", "issued" : { "date-parts" : [ [ "2008" ] ] }, "page" : "12-28", "title" : "When Does <i>Guanxi</i> Matter? 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In addition, differing from relational norms and trust, which focus on dyadic connections, guanxi emphasizes the importance of network to organizational behavior ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1111/j.1740-8784.2011.00273.x", "ISSN" : "17408776", "author" : [ { "dropping-particle" : "", "family" : "Luo", "given" : "Yadong", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Huang", "given" : "Ying", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Wang", "given" : "Stephanie Lu", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Management and Organization Review", "id" : "ITEM-1", "issue" : "1", "issued" : { "date-parts" : [ [ "2012" ] ] }, "page" : "139-172", "title" : "Guanxi and Organizational Performance: A Meta-Analysis", "type" : "article-journal", "volume" : "8" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=7ab2efa4-1b0b-4f02-b9b5-490aecaaefa1" ] } ], "mendeley" : { "formattedCitation" : "(Luo, Huang, & Wang, 2012)", "plainTextFormattedCitation" : "(Luo, Huang, & Wang, 2012)", "previouslyFormattedCitation" : "(Luo, Huang, & Wang, 2012)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Luo, Huang, & Wang, 2012). ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1016/j.indmarman.2010.12.004", "ISBN" : "0019-8501", "ISSN" : "00198501", "abstract" : "With a growing interest in doing business in a Confucian society, scholars and managers have given much attention to Guanxi as a governance mechanism. Yet, little has been known the unique aspects and the effectiveness of Guanxi-based governance. To address such gap, we specify three distinct aspects of Guanxi in a business setting. First, Guanxi is a fine balance among three key elements: qing (emotion or feeling), li (reciprocity) and liyi (utilitarian benefits). Second, Guanxi pertains to dynamic, interactive relationships at both individual and organizational levels. Third, Guanxi is unalterably linked to the concept of Guanxi-networking (or more precisely, quanzi). Based on these unique aspects, we argue that industrial marketing scholars can borrow theories from veracious disciplines and call for more effort in the empirical examination of the interactions among the three aspects of Guanxi-based governance, the efficacy of Guanxi-based governance, the developmental process of Guanxi networks, and the interactions of interpersonal Guanxi to organizational Guanxi. \u00a9 2010 Elsevier Inc.", "author" : [ { "dropping-particle" : "", "family" : "Yang", "given" : "Zhilin", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Wang", "given" : "Cheng Lu", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Industrial Marketing Management", "id" : "ITEM-1", "issue" : "4", "issued" : { "date-parts" : [ [ "2011" ] ] }, "page" : "492-495", "publisher" : "Elsevier Inc.", "title" : "Guanxi as a governance mechanism in business markets: Its characteristics, relevant theories, and future research directions", "type" : "article-journal", "volume" : "40" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=d40dd76a-8c5f-4299-8bdb-f97ca53cf20f" ] } ], "mendeley" : { "formattedCitation" : "(Z. Yang & Wang, 2011)", "manualFormatting" : "Yang and Wang (2011)", "plainTextFormattedCitation" : "(Z. Yang & Wang, 2011)", "previouslyFormattedCitation" : "(Z. Yang & Wang, 2011)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }Yang and Wang (2011) highlight that guanxi as a relational governance mechanism emphasizes reciprocal behaviors and utilitarian orientations. The former indicates that partners involve exchanges of favors, while the latter is that developing guanxi aims to pursue economic benefits.

2.2.3 The impact of governance mechanisms on alliance innovation.

Prior studies have confirmed the critical role of transactional and relational governance mechanisms in the inter-organizational exchange. ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1016/j.jom.2008.09.004", "ISSN" : "02726963", "author" : [ { "dropping-particle" : "", "family" : "Liu", "given" : "Yi", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Luo", "given" : "Yadong", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Liu", "given" : "Ting", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Operations Management", "id" : "ITEM-1", "issue" : "4", "issued" : { "date-parts" : [ [ "2009" ] ] }, "page" : "294-309", "title" : "Governing buyer\u2013supplier relationships through transactional and relational mechanisms: Evidence from China", "type" : "article-journal", "volume" : "27" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=28094b63-2c5a-45d4-9e2f-374ec034934e" ] } ], "mendeley" : { "formattedCitation" : "(Y. Liu et al., 2009)", "manualFormatting" : "Liu, Luo, and Liu (2009)", "plainTextFormattedCitation" : "(Y. Liu et al., 2009)", "previouslyFormattedCitation" : "(Y. Liu et al., 2009)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }Liu, Luo, and Liu (2009) indicate that transactional mechanisms are more effective to curb opportunism while relational mechanisms are better at improving relationship performance. Through a meta-analysis, ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1016/j.jom.2014.09.009", "ISBN" : "02726963", "ISSN" : "02726963", "PMID" : "100874991", "abstract" : "Although extant literature has shown that formal contracts and relational governance play a key role in interorganizational relationships, the nature of their interplay still remains equivocal. To better understand the relationships between contractual and relational governance, we conducted a qualitative review and meta-analysis of the existing literature. Meta-analytic results from 33,051 interorganizational relationships across 149 empirical studies have indicated that contractual governance is positively related to both sides of relational governance - trust and relational norms. Our results have also indicated that contracts, trust, and relational norms jointly improve satisfaction and relationship performance and jointly reduce opportunism. These findings provide strong evidence for the complementarity arguments of the contractual-relational governance relationships and their joint impacts on performance. We also found that the mutual relationships between contractual and relational governance are moderated by the institutional environments, the interorganizational relationship type and length, and the construct measurement of contracts. Overall, this study provides new insights on when contractual and relational governance complement or substitute each other. We discuss the implications of our study for theory and practice and propose a research agenda for future research on governance in interorganizational relationships.", "author" : [ { "dropping-particle" : "", "family" : "Cao", "given" : "Zhi", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Lumineau", "given" : "Fabrice", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Operations Management", "id" : "ITEM-1", "issued" : { "date-parts" : [ [ "2015" ] ] }, "page" : "15-42", "title" : "Revisiting the interplay between contractual and relational governance: A qualitative and meta-analytic investigation", "type" : "article-journal", "volume" : "33-34" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=d0d72fde-76d9-480a-9584-53a0776a4db7" ] } ], "mendeley" : { "formattedCitation" : "(Cao & Lumineau, 2015)", "manualFormatting" : "Cao and Lumineau (2015)", "plainTextFormattedCitation" : "(Cao & Lumineau, 2015)", "previouslyFormattedCitation" : "(Cao & Lumineau, 2015)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }Cao and Lumineau (2015) indicate that transactional and relational governance mechanisms are complementary to improve relationship performance. They provide a detailed review about joint effects of transactional and relational governance mechanisms on performance (i.e. opportunism, satisfaction, relationship performance). This section mainly reviews the literature related to the impact of governance mechanisms on alliance innovation.

To our knowledge, few studies have investigated the effect of governance mechanisms on alliance innovation. While some studies have examined the impact of transactional governance mechanism on knowledge transfer, an essential process for innovation, they provide inconsistent findings about the impact. ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1287/orsc.1040.0074", "ISBN" : "10477039", "ISSN" : "1047-7039", "PMID" : "14075135", "abstract" : "Organizational forms involving more detailed contracts than are found in traditional spot market exchanges appear to be increasingly prevalent. There has been relatively little analysis, however, of the extent to which firms learn how to use contracts to manage their interfirm relationships over time. In this paper, we conduct a detailed case study of a time series of 11 contracts concluded during 1989-1997 between the same two partners, both of whom participate in the personal computer industry, to explore whether and how firms learn to contract. We find many changes to the structure of the contracts that cannot be fully explained by changes in the assets at risk in the relationship, and evidence that these changes are largely the result of processes in which the firms were learning how to work together, including learning how to contract with each other. The nature of this learning appears to have been quite incremental and local, that is, not very far sighted. We suggest how and when contracts might serve as repositories for knowledge about how to govern collaborations, and suggest some boundary conditions for this phenomenon. Our findings also provide implications for the debate about whether contracts have a positive or negative effect on interorganizational trust. We conclude with suggestions for future research.", "author" : [ { "dropping-particle" : "", "family" : "Mayer", "given" : "Kyle J.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Argyres", "given" : "Nicholas S.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Organization Science", "id" : "ITEM-1", "issue" : "4", "issued" : { "date-parts" : [ [ "2004" ] ] }, "page" : "394-410", "title" : "Learning to Contract: Evidence from the Personal Computer Industry", "type" : "article-journal", "volume" : "15" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=0ef0c78c-add4-4fea-9d51-86476b01e4b6" ] } ], "mendeley" : { "formattedCitation" : "(Mayer & Argyres, 2004)", "manualFormatting" : "Mayer and Argyres (2004)", "plainTextFormattedCitation" : "(Mayer & Argyres, 2004)", "previouslyFormattedCitation" : "(Mayer & Argyres, 2004)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }Mayer and Argyres (2004) argue that formal contracts facilitate knowledge transfer since they serve as a platform for effective communication. ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "ISBN" : "1097-0266", "ISSN" : "01432095", "PMID" : "875962929", "abstract" : "This research focuses on relational and contractual mechanisms and examines their impact on foreign subsidiaries' acquisition of tacit and explicit knowledge from local suppliers. Using survey data from 168 foreign subsidiaries operating in China, this study finds broad support for the proposed analytical framework. When the foreign subsidiary and supplier share common goals, the foreign subsidiary acquires greater levels of both explicit and tacit knowledge; trust between the two parties promotes the acquisition of greater levels of tacit than explicit knowledge. However, access to the local supplier network through the focal supplier enables the foreign subsidiary to acquire greater levels of explicit but not tacit knowledge. Formal contracts play a complementary role in knowledge acquisition: contracts enhance the acquisition of explicit knowledge and further strengthen the effects of relational mechanisms on tacit and explicit knowledge acquisition. Overall, these findings provide important implications for foreign subsidiaries regarding how to acquire local knowledge in host countries through both formal and informal mechanisms", "author" : [ { "dropping-particle" : "", "family" : "Li", "given" : "Juan Julie", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Poppo", "given" : "Laura", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Zhou", "given" : "Kevin Zheng", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Strategic Management Journal", "id" : "ITEM-1", "issue" : "April 2010", "issued" : { "date-parts" : [ [ "2010" ] ] }, "page" : "349-370", "title" : "Relational mechanisms, formal contracts, and local knowledge acquisition by international subsidiaries", "type" : "article-journal", "volume" : "31" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=3b70dbfe-731f-4b99-b55f-787298a77272" ] } ], "mendeley" : { "formattedCitation" : "(J. J. Li, Poppo, & Zhou, 2010)", "manualFormatting" : "Li, Poppo, and Zhou (2010)", "plainTextFormattedCitation" : "(J. J. Li, Poppo, & Zhou, 2010)", "previouslyFormattedCitation" : "(J. J. Li, Poppo, & Zhou, 2010)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }Li, Poppo, and Zhou (2010) maintain that formal contracts can only codify explicit knowledge rather than tacit knowledge. After analyzing the survey data from 168 foreign subsidiaries operating in China, they find that formal contracts only facilitate the acquisition of explicit knowledge, whereas trust and shared goals as relational mechanisms are more powerful in acquiring tacit knowledge than explicit knowledge. Moreover, they also find that the two mechanisms jointly facilitate the acquisition of both explicit and tacit knowledge. Similarly, ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1016/j.jbusres.2016.12.024", "ISSN" : "01482963", "abstract" : "Transferring a quantity of credible knowledge is a key competitive advantage for vertical relationships in an emerging economy. Distinct from extant research focused on the relational performance of and opportunism in channel relationships or knowledge transfer in horizontal alliances, this study investigates knowledge transfer in vertical relationships and considers how transactional and relational mechanisms differentially affect knowledge transfer quantity and credibility. Hierarchical regression analyses of 225 paired buyers and suppliers in China revealed that both transactional and relational mechanisms effectively improve quantity and credibility; within a transactional mechanism framework, contracts more effectively increase quantity, whereas transaction-specific investments do not increase credibility more effectively than contracts; and trust more effectively improves both quantity and credibility in the relational mechanism framework than personal relationships. These findings provide new insights for the knowledge management literature and practices in vertical relationships.", "author" : [ { "dropping-particle" : "", "family" : "Liu", "given" : "Yi", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Li", "given" : "Yao", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Shi", "given" : "Linda Hui", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Liu", "given" : "Ting", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Business Research", "id" : "ITEM-1", "issued" : { "date-parts" : [ [ "2017" ] ] }, "page" : "285-293", "publisher" : "Elsevier Inc.", "title" : "Knowledge transfer in buyer-supplier relationships: The role of transactional and relational governance mechanisms", "type" : "article-journal", "volume" : "78" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=bbf6574a-c815-4804-9256-2998ec197c18" ] } ], "mendeley" : { "formattedCitation" : "(Y. Liu et al., 2017)", "manualFormatting" : "Liu et al. (2017)", "plainTextFormattedCitation" : "(Y. Liu et al., 2017)", "previouslyFormattedCitation" : "(Y. Liu et al., 2017)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }Liu et al. (2017) demonstrate that both transactional and relational mechanisms positively affect the amount and credibility of transferred knowledge. In addition, ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1016/j.jom.2014.01.001", "ISBN" : "0272-6963", "ISSN" : "02726963", "abstract" : "Relational ties between manufacturers and their suppliers serve as an important strategic resource for value creation and realization. However, conflicting evidence exists regarding their role in the acquisition of specific knowledge. This study proposes that relational ties have a nonlinear effect on specific knowledge acquisition and that this nonlinear relationship is conditional on contract specificity and competitive intensity. Results from a sample of 385 manufacturer-supplier exchanges in China demonstrate that a buyer's relational ties with its major supplier have an inverted U-shaped effect on specific knowledge acquisition from this supplier; this inverted U-shaped relationship is stronger (steeper) when contract specificity is high and competition is more intense. These findings suggest that managers should understand the benefits and downsides of relational ties in acquiring specific knowledge and avoid building highly embedded ties when they draft detailed contracts or competition is highly intensive. ?? 2014 Elsevier B.V.", "author" : [ { "dropping-particle" : "", "family" : "Zhou", "given" : "Kevin Zheng", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Zhang", "given" : "Qiyuan", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Sheng", "given" : "Shibin", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Xie", "given" : "En", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Bao", "given" : "Yeqing", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Operations Management", "id" : "ITEM-1", "issue" : "3", "issued" : { "date-parts" : [ [ "2014" ] ] }, "page" : "88-98", "publisher" : "Elsevier B.V.", "title" : "Are relational ties always good for knowledge acquisition? Buyer-supplier exchanges in China", "type" : "article-journal", "volume" : "32" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=d611a462-8ce4-48ca-9f19-dd7e1425af9f" ] } ], "mendeley" : { "formattedCitation" : "(Zhou et al., 2014)", "manualFormatting" : "Zhou et al. (2014)", "plainTextFormattedCitation" : "(Zhou et al., 2014)", "previouslyFormattedCitation" : "(Zhou et al., 2014)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }Zhou et al. (2014) find that formal contracts have no direct effect on knowledge acquisition but moderate the effect of relational ties on knowledge acquisition.

The literature also indicates mixed results about the effect of relational governance mechanism on innovation performance. Some researchers argue that guanxi positively affects innovation performance by facilitating knowledge transfer ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1016/j.jbusres.2005.04.001", "ISBN" : "0148-2963", "ISSN" : "01482963", "abstract" : "Guanxi is the lifeblood of Chinese business communities, and frequently acts as a lubricant of business activities. In this paper we explore the role of this special relationship in knowledge management by examining the relationship between inter-firm knowledge transfer and Guanxi. Three components operationalize Guanxi: trust, relationship commitment, and communication. Using 215 Chinese enterprises located in four southern cities in China as the sample, data is analyzed using regression analysis with interaction terms. Our results show that trust and communication are the two main channels of knowledge transfer. However, the two elements both have a negative moderating effect upon the opposite channel of knowledge transfer. Several important managerial and theoretical implications are proposed. ?? 2005 Elsevier Inc. All rights reserved.", "author" : [ { "dropping-particle" : "", "family" : "Ramasamy", "given" : "Bala", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Goh", "given" : "K. Weekeat", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Yeung", "given" : "M. C H", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Business Research", "id" : "ITEM-1", "issue" : "1", "issued" : { "date-parts" : [ [ "2006" ] ] }, "page" : "130-139", "title" : "Is Guanxi (relationship) a bridge to knowledge transfer?", "type" : "article-journal", "volume" : "59" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=02f103b8-5ca4-4f2e-a3e4-e88fb24cd400" ] }, { "id" : "ITEM-2", "itemData" : { "DOI" : "10.1509/jmkg.75.5.34", "ISBN" : "00222429", "ISSN" : "0022-2429", "PMID" : "64342087", "abstract" : "x", "author" : [ { "dropping-particle" : "", "family" : "Noordhoff", "given" : "Corine S", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Kyriakopoulos", "given" : "Kyriakos", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Moorman", "given" : "Christine", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Pauwels", "given" : "Pieter", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Dellaert", "given" : "Benedict G.C", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Marketing", "id" : "ITEM-2", "issue" : "5", "issued" : { "date-parts" : [ [ "2011" ] ] }, "page" : "34-52", "title" : "The Bright Side and Dark Side of Embedded Ties in Business-to-Business Innovation", "type" : "article-journal", "volume" : "75" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=2dc6098d-760a-4559-9c2e-5ca5b0c8ef57" ] }, { "id" : "ITEM-3", "itemData" : { "DOI" : "10.1016/j.indmarman.2016.03.014", "ISSN" : "00198501", "abstract" : "Despite the significance of Guanxi networking as the integrated approach to relationship marketing in the Chinese business environment, there remains, however, a limited understanding of the structural and relational characteristics of these stakeholder networks, within which value is jointly created and shared. In this study, the value-adding ego-networks of the business owners in four Chinese construction small- and medium-sized enterprises (SMEs) are examined. The relationship between the business owner and six main stakeholder groups was identified, quantified, analyzed, and visualized using SNA. Relationships were measured according to the frequency of communication, the value of favour exchanges, and the amount of emotional investment in the relationship. Comparative SNA studies were conducted, focusing on ego-network density, tie strength, and prominence of key stakeholders. The findings highlighted the high degree of the structural and relational embeddedness in Chinese SMEs with Guanxi ties (both strong and weak) dominating the construction business-owners' network. They also underlined the prominence of the internal markets of multiskilled employees and business-development managers. Transactional ties, albeit a minority, also exist in the business-owners' network, which confirms that both relational and transactional marketing coexist in the Chinese construction industry. The study draws managerial implications for entrepreneurial business owners and managers, and proposes directions for future research.", "author" : [ { "dropping-particle" : "", "family" : "Badi", "given" : "Sulafa", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Wang", "given" : "Lisha", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Pryke", "given" : "Stephen", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Industrial Marketing Management", "id" : "ITEM-3", "issued" : { "date-parts" : [ [ "2017" ] ] }, "page" : "204-218", "publisher" : "Elsevier Inc.", "title" : "Relationship marketing in Guanxi networks: A social network analysis study of Chinese construction small and medium-sized enterprises", "type" : "article-journal", "volume" : "60" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=c63652fc-ce99-41b9-b85d-c5eadee659af" ] }, { "id" : "ITEM-4", "itemData" : { "DOI" : "10.1016/j.jbusres.2013.05.044", "ISSN" : "01482963", "author" : [ { "dropping-particle" : "", "family" : "Cui", "given" : "Nan", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Wen", "given" : "Na", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Xu", "given" : "Lan", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Qin", "given" : "Yao", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Business Research", "id" : "ITEM-4", "issue" : "12", "issued" : { "date-parts" : [ [ "2013" ] ] }, "page" : "2522-2528", "publisher" : "Elsevier Inc.", "title" : "Contingent effects of managerial guanxi on new product development success", "type" : "article-journal", "volume" : "66" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=723c0eb4-4ae7-4f68-bd97-562e44f07fe4" ] } ], "mendeley" : { "formattedCitation" : "(Badi, Wang, & Pryke, 2017; Cui, Wen, Xu, & Qin, 2013; Noordhoff et al., 2011; Ramasamy, Goh, & Yeung, 2006)", "manualFormatting" : "(Badi, Wang, & Pryke, 2017; Cui, Wen, Xu, & Qin, 2013; Noordhoff et al., 2011)", "plainTextFormattedCitation" : "(Badi, Wang, & Pryke, 2017; Cui, Wen, Xu, & Qin, 2013; Noordhoff et al., 2011; Ramasamy, Goh, & Yeung, 2006)", "previouslyFormattedCitation" : "(Badi, Wang, & Pryke, 2017; Cui, Wen, Xu, & Qin, 2013; Noordhoff et al., 2011; Ramasamy, Goh, & Yeung, 2006)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Badi, Wang, & Pryke, 2017; Cui, Wen, Xu, & Qin, 2013; Noordhoff et al., 2011). Drawing from social network theory, for example, ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1016/j.indmarman.2016.03.014", "ISSN" : "00198501", "abstract" : "Despite the significance of Guanxi networking as the integrated approach to relationship marketing in the Chinese business environment, there remains, however, a limited understanding of the structural and relational characteristics of these stakeholder networks, within which value is jointly created and shared. In this study, the value-adding ego-networks of the business owners in four Chinese construction small- and medium-sized enterprises (SMEs) are examined. The relationship between the business owner and six main stakeholder groups was identified, quantified, analyzed, and visualized using SNA. Relationships were measured according to the frequency of communication, the value of favour exchanges, and the amount of emotional investment in the relationship. Comparative SNA studies were conducted, focusing on ego-network density, tie strength, and prominence of key stakeholders. The findings highlighted the high degree of the structural and relational embeddedness in Chinese SMEs with Guanxi ties (both strong and weak) dominating the construction business-owners' network. They also underlined the prominence of the internal markets of multiskilled employees and business-development managers. Transactional ties, albeit a minority, also exist in the business-owners' network, which confirms that both relational and transactional marketing coexist in the Chinese construction industry. The study draws managerial implications for entrepreneurial business owners and managers, and proposes directions for future research.", "author" : [ { "dropping-particle" : "", "family" : "Badi", "given" : "Sulafa", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Wang", "given" : "Lisha", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Pryke", "given" : "Stephen", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Industrial Marketing Management", "id" : "ITEM-1", "issued" : { "date-parts" : [ [ "2017" ] ] }, "page" : "204-218", "publisher" : "Elsevier Inc.", "title" : "Relationship marketing in Guanxi networks: A social network analysis study of Chinese construction small and medium-sized enterprises", "type" : "article-journal", "volume" : "60" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=c63652fc-ce99-41b9-b85d-c5eadee659af" ] } ], "mendeley" : { "formattedCitation" : "(Badi et al., 2017)", "manualFormatting" : "Badi et al. (2017)", "plainTextFormattedCitation" : "(Badi et al., 2017)", "previouslyFormattedCitation" : "(Badi et al., 2017)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }Badi et al. (2017) conclude that guanxi facilitates knowledge sharing through weak ties, which provide novel information and brokerage opportunities. On the other hand, some scholars claim that relational governance does not always help, and even impedes, innovation since it spawns collective blindness, trust abuse, unnecessary obligations, and the loss of objectivity ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1509/jmkg.72.4.12", "ISBN" : "0022-2429", "ISSN" : "0022-2429", "PMID" : "32573172", "abstract" : "Guanxi refers to the durable social connections and networks a firm uses to exchange favors for organizational purposes. This study examines how and when guanxi operates as a governance mechanism that influences firm marketing competence and performance in the transitional economy of China. Drawing on social capital theory, the authors propose an integrative framework that unbundles the benefits and risks of guanxi and delineates the organizational processes to internalize guanxi as a corporate core competence. The authors surveyed senior executives in 282 firms in China's consumer products industries. The findings confirm guanxi's direct effects on market performance and its indirect effects mediated through channel capability and responsive capability. The authors also confirm that technological turbulence and competition intensity can be effective structure-loosening forces, thus reducing the governance effects of guanxi. The findings suggest that firms can improve market access and growth through guanxi networks, but managers need to capitalize on them from the personal to the corporate level. In addition, managers should be aware of guanxi's dark sides, which include reciprocal obligations and collective blindness. This study shows that personal networks are popular universally, but in China, they have unique, distinct ways of operation.", "author" : [ { "dropping-particle" : "", "family" : "Gu", "given" : "Flora F", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Hung", "given" : "Kineta", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Tse", "given" : "David K", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Marketing", "id" : "ITEM-1", "issue" : "4", "issued" : { "date-parts" : [ [ "2008" ] ] }, "page" : "12-28", "title" : "When Does <i>Guanxi</i> Matter? Issues of Capitalization and Its Dark Sides", "type" : "article-journal", "volume" : "72" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=fb707bc7-9b5f-4261-844d-6ea6c33df705" ] }, { "id" : "ITEM-2", "itemData" : { "DOI" : "10.1016/j.indmarman.2016.02.014", "ISBN" : "0019-8501", "ISSN" : "00198501", "PMID" : "115338845", "abstract" : "Though the dark side of business-to-business relationships exists at both the firm and personal level, recent research evidence suggests that the theoretical conceptualization and empirical investigation concerning the latter is still under development. Building upon theoretical perspectives of organizational capability, organizational networking and social capital theories, this study investigates the boundary conditions of personalized business-to-business relationships (managerial ties) on business performance. Specifically formulated hypotheses are tested using the perceptions of senior executives in 137 Taiwanese firms operating in a variety of industrial sectors. Our study extends extant literature by revealing that the dark side of managerial ties is evident in the perceived management capability-political ties-performance and technology capability-business ties-performance interplays. More importantly our survey results are corroborated by evidence from interview results with twelve senior executives. Such findings collectively demonstrate the dark side of political ties (governmental interference in employment, blockage of information flow as well as conflicts of interest), and business ties (reciprocal obligations, time consuming factors and maintenance costs).", "author" : [ { "dropping-particle" : "", "family" : "Chung", "given" : "Henry F.L.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Wang", "given" : "Cheng Lu", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Huang", "given" : "Pei How", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Yang", "given" : "Zhilin", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Industrial Marketing Management", "id" : "ITEM-2", "issued" : { "date-parts" : [ [ "2016" ] ] }, "page" : "70-82", "publisher" : "Elsevier Inc.", "title" : "Organizational capabilities and business performance: When and how does the dark side of managerial ties matter?", "type" : "article-journal", "volume" : "55" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=06975995-f421-4f5c-95d8-23b5364877de" ] }, { "id" : "ITEM-3", "itemData" : { "DOI" : "10.1016/j.jbusres.2014.11.016", "ISBN" : "0148-2963", "ISSN" : "01482963", "abstract" : "Based on organizational learning and networking theories, this study examines the effects of organizational learning (explorative and exploitative learning) and guanxi (business and political ties) on business performance. Business guanxi is classified as a channel networking tie, while political guanxi is categorized as a non-channel networking tie. Based on the experience of 120 Chinese firms, it is found that business guanxi positively moderates the effect of explorative learning on strategic performance. In contrast, though political guanxi positively enhances the effect of exploitative learning on strategic performance, it negatively affects the relationship between explorative learning and strategic performance. This study's outcomes indicate that, when doing business in the emerging economies such as China, only a proper fit between organizational learning and guanxi networking can yield a higher degree, or extent, of strategic performance. This study has implications for marketing managers and research concerning organizational learning, guanxi, business performance and standardization/customization strategies.", "author" : [ { "dropping-particle" : "", "family" : "Chung", "given" : "Henry F L", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Yang", "given" : "Zhilin", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Huang", "given" : "Pei How", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Business Research", "id" : "ITEM-3", "issue" : "6", "issued" : { "date-parts" : [ [ "2015" ] ] }, "page" : "1216-1224", "publisher" : "Elsevier Inc.", "title" : "How does organizational learning matter in strategic business performance? The contingency role of guanxi networking", "type" : "article-journal", "volume" : "68" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=4e538251-5b7f-4991-9fd3-1a9dc9a4c5b7" ] }, { "id" : "ITEM-4", "itemData" : { "DOI" : "10.1108/JBIM-08-2015-0142", "ISBN" : "0820150142", "ISSN" : "0885-8624", "abstract" : "Purpose: The purpose of this study is to reconcile the positive, non-significant and even negative effects of guanxi on firm performance from two aspects. First, it explores the linear and curvilinear relationships between guanxi and distinct performance dimensions. Second, it examines the moderating effects of both exchange-related behavioral risk (reflected by contract enforcement in this study) and market-related environmental risk (reflected by market turbulence in this study) on the above relationship. Design/methodology/approach: Based on data for 206 samples collected from distributors of house furnishings, computers and their components, a moderated regression is used to test the hypotheses. Findings: The empirical test generally supports the conceptual model and demonstrates three findings. First, guanxi has a linear, positive effect on financial performance and an inverted U-shaped effect on strategic performance. Second, contract enforcement decreases the effect of guanxi on financial performance and enhances its effect on strategic performance. Third, market turbulence enhances the effect of guanxi on financial performance and weakens its effect on strategic performance. Research limitations/implications: First, this study collects data only from China. Future studies should collect data from other emerging markets to allow for either model validation or cross-country comparisons. Second, the data come only from buyers, and suppliers\u2019 viewpoints are not included. Third, in addition to contract enforcement and market turbulence, other important contingencies should be considered in the guanxi\u2013performance link. Practical implications: The results provide important implications for managers to manage guanxi in an emerging economy. Managers should be very clear about their primary goal (i.e. pursuing short-term financial revenue or long-term strategic targets); next, they should understand how to match guanxi with various levels of contract enforcement and market turbulence to achieve that goal. Originality/value: First, prior research has documented guanxi\u2019s role in channel relationships, but it has not achieved consistent conclusions. Second, although existing studies have analyzed the contingencies of guanxi at the firm level, market level and institutional level, another important contingency \u201cthe dyadic relationship condition\u201d is rarely considered. Third, although the extant research has realized the value of guanxi contingent on various ma\u2026", "author" : [ { "dropping-particle" : "", "family" : "Qian", "given" : "Liping", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Yang", "given" : "Pianpian", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Li", "given" : "Yao", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Business & Industrial Marketing", "id" : "ITEM-4", "issue" : "7", "issued" : { "date-parts" : [ [ "2016" ] ] }, "page" : "861-876", "title" : "Does <i>guanxi</i> in China always produce value? The contingency effects of contract enforcement and market turbulence", "type" : "article-journal", "volume" : "31" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=6e350321-8b38-4938-9e4b-f88ff4a31f04" ] }, { "id" : "ITEM-5", "itemData" : { "DOI" : "10.1016/j.jom.2010.09.001", "ISBN" : "0272-6963", "ISSN" : "02726963", "abstract" : "The literature on supply chain management (SCM) has consistently promoted the \"bright side\" of collaborative buyer-supplier relationships (BSRs). Based on the social capital argument, SCM scholars have investigated how a buyer can gain access to and leverage resources through its collaborative BSRs. Our study extends this research stream by considering the \"dark side\" of social capital in BSRs. It evaluates how social capital in its cognitive, relational, and structural forms contributes to or impedes value creation within BSRs. Both primary survey measures and secondary objective measures have been used in data analysis. The results show the presence of both the bright side, confirming the existing literature, and the dark side, extending the literature. There is an inverted curvilinear relationship between social capital and performance: Either too little or too much social capital can hurt performance. This study confirms that building social capital in a collaborative BSR positively affects buyer performance, but that if taken to an extreme it can reduce the buyer's ability to be objective and make effective decisions as well as increase the supplier's opportunistic behavior. Our study also examines how a buyer can delay the emergence of the dark side. It opens up new research avenues in the collaborative BSR context and suggests directions for future research and practice. ?? 2010 Elsevier B.V.", "author" : [ { "dropping-particle" : "", "family" : "Villena", "given" : "Veronica H.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Revilla", "given" : "Elena", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Choi", "given" : "Thomas Y.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Operations Management", "id" : "ITEM-5", "issue" : "6", "issued" : { "date-parts" : [ [ "2011" ] ] }, "page" : "561-576", "title" : "The dark side of buyer-supplier relationships: A social capital perspective", "type" : "article-journal", "volume" : "29" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=13668986-8197-4aa0-a490-e2dddbafc137" ] } ], "mendeley" : { "formattedCitation" : "(Chung, Wang, Huang, & Yang, 2016; Chung, Yang, & Huang, 2015; Gu et al., 2008; Qian, Yang, & Li, 2016; Villena, Revilla, & Choi, 2011)", "manualFormatting" : "(Chung, Wang, Huang, & Yang, 2016; Chung, Yang, & Huang, 2015; Gu et al., 2008; Qian, Yang, & Li, 2016)", "plainTextFormattedCitation" : "(Chung, Wang, Huang, & Yang, 2016; Chung, Yang, & Huang, 2015; Gu et al., 2008; Qian, Yang, & Li, 2016; Villena, Revilla, & Choi, 2011)", "previouslyFormattedCitation" : "(Chung, Wang, Huang, & Yang, 2016; Chung, Yang, & Huang, 2015; Gu et al., 2008; Qian, Yang, & Li, 2016; Villena, Revilla, & Choi, 2011)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Chung, Wang, Huang, & Yang, 2016; Chung, Yang, & Huang, 2015; Gu et al., 2008; Qian, Yang, & Li, 2016). ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1016/j.indmarman.2016.02.014", "ISBN" : "0019-8501", "ISSN" : "00198501", "PMID" : "115338845", "abstract" : "Though the dark side of business-to-business relationships exists at both the firm and personal level, recent research evidence suggests that the theoretical conceptualization and empirical investigation concerning the latter is still under development. Building upon theoretical perspectives of organizational capability, organizational networking and social capital theories, this study investigates the boundary conditions of personalized business-to-business relationships (managerial ties) on business performance. Specifically formulated hypotheses are tested using the perceptions of senior executives in 137 Taiwanese firms operating in a variety of industrial sectors. Our study extends extant literature by revealing that the dark side of managerial ties is evident in the perceived management capability-political ties-performance and technology capability-business ties-performance interplays. More importantly our survey results are corroborated by evidence from interview results with twelve senior executives. Such findings collectively demonstrate the dark side of political ties (governmental interference in employment, blockage of information flow as well as conflicts of interest), and business ties (reciprocal obligations, time consuming factors and maintenance costs).", "author" : [ { "dropping-particle" : "", "family" : "Chung", "given" : "Henry F.L.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Wang", "given" : "Cheng Lu", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Huang", "given" : "Pei How", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Yang", "given" : "Zhilin", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Industrial Marketing Management", "id" : "ITEM-1", "issued" : { "date-parts" : [ [ "2016" ] ] }, "page" : "70-82", "publisher" : "Elsevier Inc.", "title" : "Organizational capabilities and business performance: When and how does the dark side of managerial ties matter?", "type" : "article-journal", "volume" : "55" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=06975995-f421-4f5c-95d8-23b5364877de" ] } ], "mendeley" : { "formattedCitation" : "(Chung et al., 2016)", "manualFormatting" : "Chung et al. (2016)", "plainTextFormattedCitation" : "(Chung et al., 2016)", "previouslyFormattedCitation" : "(Chung et al., 2016)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }Chung et al. (2016), for example, posit that reliance on guanxi can block the information flow due to the frequent political position change and conflicts of interest, and can leak the valuable information to competitors due to reciprocal obligations. ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1016/j.jom.2014.01.001", "ISBN" : "0272-6963", "ISSN" : "02726963", "abstract" : "Relational ties between manufacturers and their suppliers serve as an important strategic resource for value creation and realization. However, conflicting evidence exists regarding their role in the acquisition of specific knowledge. This study proposes that relational ties have a nonlinear effect on specific knowledge acquisition and that this nonlinear relationship is conditional on contract specificity and competitive intensity. Results from a sample of 385 manufacturer-supplier exchanges in China demonstrate that a buyer's relational ties with its major supplier have an inverted U-shaped effect on specific knowledge acquisition from this supplier; this inverted U-shaped relationship is stronger (steeper) when contract specificity is high and competition is more intense. These findings suggest that managers should understand the benefits and downsides of relational ties in acquiring specific knowledge and avoid building highly embedded ties when they draft detailed contracts or competition is highly intensive. ?? 2014 Elsevier B.V.", "author" : [ { "dropping-particle" : "", "family" : "Zhou", "given" : "Kevin Zheng", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Zhang", "given" : "Qiyuan", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Sheng", "given" : "Shibin", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Xie", "given" : "En", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Bao", "given" : "Yeqing", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Operations Management", "id" : "ITEM-1", "issue" : "3", "issued" : { "date-parts" : [ [ "2014" ] ] }, "page" : "88-98", "publisher" : "Elsevier B.V.", "title" : "Are relational ties always good for knowledge acquisition? Buyer-supplier exchanges in China", "type" : "article-journal", "volume" : "32" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=d611a462-8ce4-48ca-9f19-dd7e1425af9f" ] } ], "mendeley" : { "formattedCitation" : "(Zhou et al., 2014)", "manualFormatting" : "Zhou et al. (2014)", "plainTextFormattedCitation" : "(Zhou et al., 2014)", "previouslyFormattedCitation" : "(Zhou et al., 2014)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }Zhou et al. (2014) collected data from 385 manufacturer-supplier exchanges and find that relational governance has an inverted U-shaped effect on knowledge acquisition.

Knowledge acquisition is a critical step for new product development ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "author" : [ { "dropping-particle" : "", "family" : "Ernst", "given" : "Holger", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Hoyer", "given" : "Wayne D", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "R\u00fcbsaamen", "given" : "Carsten", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Marketing", "id" : "ITEM-1", "issue" : "September", "issued" : { "date-parts" : [ [ "2010" ] ] }, "page" : "80-92", "title" : "Sales, Marketing, and Research-and- Development Cooperation Across New Product Development Stages: Implications for Success", "type" : "article-journal", "volume" : "74" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=e9ea4383-da40-47f6-84b7-5da8b9a4f026" ] } ], "mendeley" : { "formattedCitation" : "(Ernst, Hoyer, & R\u00fcbsaamen, 2010)", "plainTextFormattedCitation" : "(Ernst, Hoyer, & R\u00fcbsaamen, 2010)", "previouslyFormattedCitation" : "(Ernst, Hoyer, & R\u00fcbsaamen, 2010)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Ernst, Hoyer, & Rübsaamen, 2010), but the inconsistent findings about the effect of governance mechanisms on knowledge acquisition cannot provide managers with clear instructions about how to use transactional and relational governance mechanisms to achieve innovation performance. Moreover, acquiring knowledge is insufficient to guarantee innovation since new knowledge needs to be absorbed by firms and integrated with prior knowledge ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "author" : [ { "dropping-particle" : "", "family" : "March", "given" : "James G", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Organization Science", "id" : "ITEM-1", "issue" : "1", "issued" : { "date-parts" : [ [ "1991" ] ] }, "page" : "71-87", "title" : "Exploration and Exploitation in Organizational Learning", "type" : "article-journal", "volume" : "2" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=c31a2b97-5dec-480e-be63-136901bdaeca" ] } ], "mendeley" : { "formattedCitation" : "(March, 1991)", "plainTextFormattedCitation" : "(March, 1991)", "previouslyFormattedCitation" : "(March, 1991)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(March, 1991). Therefore, more efforts are necessary to unveil how governance mechanisms increase alliance innovation performance. Fig. 1 presents the conceptual framework of this study.

<Insert Fig.1 about Here>

3. Hypothesis development

Opportunism inevitably occurs in an inter-firm exchange ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "author" : [ { "dropping-particle" : "", "family" : "Williamson", "given" : "O.E.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "id" : "ITEM-1", "issued" : { "date-parts" : [ [ "1985" ] ] }, "publisher" : "Free Press", "publisher-place" : "New York", "title" : "The Economic Institutions of Capitalism: Frims, Markets, Relational Contracting", "type" : "book" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=81d0e88b-d4d9-43cf-8c1e-889db4510d8a" ] } ], "mendeley" : { "formattedCitation" : "(Williamson, 1985)", "plainTextFormattedCitation" : "(Williamson, 1985)", "previouslyFormattedCitation" : "(Williamson, 1985)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Williamson, 1985). For example, one party could take advantage of the alliance to learn the other party’s business secrets for its own interests ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1057/jibs.2009.100", "ISBN" : "0047-2506", "ISSN" : "0047-2506", "PMID" : "51915174", "abstract" : "The objective of this study is to advance a theoretical framework pertaining to how interpartner learning in international joint ventures (IJV) may affect IJV instability in emerging economies. The proposed framework expands the interpartner learning theory of IJV instability in the current literature, which is focused on absorptive learning of IJV partners, by incorporating IJV partners' joint learning. Using longitudinal dyadic data from IJVs in China, we found that local and foreign IJV parties' absorptive learning capacity decreases one party's dependence on the other, while joint learning capacity in IJV increases both parties' dependence on each other. In addition, an IJV partner's absorptive learning capacity positively moderates the effect of joint learning capacity on its dependence on another partner. These findings lend support to the expanded interpartner learning perspective of IJV instability, and have important theoretical and managerial implications for IJVs in emerging economies. The results underscore the importance of the IJV actively developing organizational rules, procedures, and structures to create and embed new knowledge in order to maintain the stability of the IJV. Finally, we found that IJV partners' dependence asymmetry increases IJV instability, whereas their total dependence decreases IJV instability. Journal of International Business Studies (2010) 41, 906-924. doi:10.1057/jibs.2009.100", "author" : [ { "dropping-particle" : "", "family" : "Fang", "given" : "Eric Er", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Zou", "given" : "S M", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of International Business Studies", "id" : "ITEM-1", "issue" : "5", "issued" : { "date-parts" : [ [ "2010" ] ] }, "page" : "906-924", "title" : "The effects of absorptive and joint learning on the instability of international joint ventures in emerging economies", "type" : "article-journal", "volume" : "41" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=83e686e2-a985-4b49-8da1-d35c5ff86de0" ] } ], "mendeley" : { "formattedCitation" : "(E. E. Fang & Zou, 2010)", "manualFormatting" : "(Fang & Zou, 2010)", "plainTextFormattedCitation" : "(E. E. Fang & Zou, 2010)", "previouslyFormattedCitation" : "(E. E. Fang & Zou, 2010)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Fang & Zou, 2010). Due to opportunism, partners are reluctant to share important information with their partners, fearing that the excess leakage of the information could dilute their competitive advantage. Transaction cost economics views formal contracts as an effective governance to mitigate opportunism in the inter-organizational exchange ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1016/j.jom.2008.09.004", "ISSN" : "02726963", "author" : [ { "dropping-particle" : "", "family" : "Liu", "given" : "Yi", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Luo", "given" : "Yadong", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Liu", "given" : "Ting", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Operations Management", "id" : "ITEM-1", "issue" : "4", "issued" : { "date-parts" : [ [ "2009" ] ] }, "page" : "294-309", "title" : "Governing buyer\u2013supplier relationships through transactional and relational mechanisms: Evidence from China", "type" : "article-journal", "volume" : "27" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=28094b63-2c5a-45d4-9e2f-374ec034934e" ] } ], "mendeley" : { "formattedCitation" : "(Y. Liu et al., 2009)", "manualFormatting" : "(Liu et al., 2009)", "plainTextFormattedCitation" : "(Y. Liu et al., 2009)", "previouslyFormattedCitation" : "(Y. Liu et al., 2009)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Liu et al., 2009), since concrete formal contracts specify partners’ responsibilities and stipulate alliance’s objectives, they can prevent opportunism and align partners’ behaviors with alliance expectations. ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1016/j.indmarman.2017.04.002", "ISBN" : "00198501", "ISSN" : "00198501", "abstract" : "Using transaction cost economics and contemporary insights from the literature on relationship contracts as a base, this paper focuses on how control mechanisms (contracts and trust) affect relationship conflicts in buyer-supplier relationships, and investigates the moderating effects of environmental uncertainty. Based on a sample of 162 Chinese buyers, this paper shows that contracts have a U-shaped effect on destructive conflict and an inverted U-shaped effect on constructive conflict, while trust has a negative effect on destructive conflict and a positive effect on constructive conflict. In addition, environmental uncertainty strengthens the U-shaped effect of contracts on destructive conflict, but weakens the inverted U-shaped effect of contracts on destructive conflict and strengthens the effect of trust on both types of relationship conflict. Our findings reveal the \u201cdouble-edged sword\u201d nature of contracts, especially the \u201cdark side\u201d, and highlight the importance of trust in buyer-supplier relationships in contexts of environmental uncertainty. These findings also have important implications for buyer-supplier relationship management research and managerial practices, particularly in regard to governance structure and conflict management in dynamic contexts.", "author" : [ { "dropping-particle" : "", "family" : "Yang", "given" : "Wei", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Gao", "given" : "Yu", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Li", "given" : "Yao", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Shen", "given" : "Hao", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Zheng", "given" : "Songyue", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Industrial Marketing Management", "id" : "ITEM-1", "issue" : "December 2015", "issued" : { "date-parts" : [ [ "2017" ] ] }, "page" : "144-156", "publisher" : "Elsevier", "title" : "Different roles of control mechanisms in buyer-supplier conflict: An empirical study from China", "type" : "article-journal", "volume" : "65" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=af841feb-5e9d-45ea-bb99-4691276f5a8f" ] } ], "mendeley" : { "formattedCitation" : "(W. Yang, Gao, Li, Shen, & Zheng, 2017)", "manualFormatting" : "Yang et al (2017)", "plainTextFormattedCitation" : "(W. Yang, Gao, Li, Shen, & Zheng, 2017)", "previouslyFormattedCitation" : "(W. Yang, Gao, Li, Shen, & Zheng, 2017)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }Yang et al (2017) notify that formal contracts not only safeguard but also coordinate the partnership. Formal contracts alleviate misunderstanding and conflicts through explicit clauses. ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "ISBN" : "1097-0266", "ISSN" : "01432095", "PMID" : "875962929", "abstract" : "This research focuses on relational and contractual mechanisms and examines their impact on foreign subsidiaries' acquisition of tacit and explicit knowledge from local suppliers. Using survey data from 168 foreign subsidiaries operating in China, this study finds broad support for the proposed analytical framework. When the foreign subsidiary and supplier share common goals, the foreign subsidiary acquires greater levels of both explicit and tacit knowledge; trust between the two parties promotes the acquisition of greater levels of tacit than explicit knowledge. However, access to the local supplier network through the focal supplier enables the foreign subsidiary to acquire greater levels of explicit but not tacit knowledge. Formal contracts play a complementary role in knowledge acquisition: contracts enhance the acquisition of explicit knowledge and further strengthen the effects of relational mechanisms on tacit and explicit knowledge acquisition. Overall, these findings provide important implications for foreign subsidiaries regarding how to acquire local knowledge in host countries through both formal and informal mechanisms", "author" : [ { "dropping-particle" : "", "family" : "Li", "given" : "Juan Julie", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Poppo", "given" : "Laura", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Zhou", "given" : "Kevin Zheng", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Strategic Management Journal", "id" : "ITEM-1", "issue" : "April 2010", "issued" : { "date-parts" : [ [ "2010" ] ] }, "page" : "349-370", "title" : "Relational mechanisms, formal contracts, and local knowledge acquisition by international subsidiaries", "type" : "article-journal", "volume" : "31" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=3b70dbfe-731f-4b99-b55f-787298a77272" ] } ], "mendeley" : { "formattedCitation" : "(J. J. Li et al., 2010)", "manualFormatting" : "Li, Poppo, and Zhou (2010)", "plainTextFormattedCitation" : "(J. J. Li et al., 2010)", "previouslyFormattedCitation" : "(J. J. Li et al., 2010)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }Li, Poppo, and Zhou (2010) underscore that information exchange is an essential byproduct of formal contracts that serve as a prerequisite platform for communication. Therefore, with detailed formal contracts, partners are willing to share their knowledge without fearing opportunism in their partnership.

Formal contracts also codify procedures for resolving disputes and problems and specify shared goals. When partners have difficulty in agreeing with each other, formal contracts provide guidelines to help them make decisions consistent with their alliance objectives. Moreover, due to the guidance, conflicts less likely occur to partners ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1509/jmkr.44.3.425", "ISBN" : "00222437", "ISSN" : "0022-2437", "PMID" : "25685165", "abstract" : "This article examines the effects of monitoring on interfirm relationships. Whereas some research suggests that monitoring can serve as a control mechanism that reduces exchange partner opportunism, there is also evidence showing that monitoring can actually promote such behavior. The authors propose that the actual effect of monitoring depends on (1) the form of monitoring used (output versus behavior) and (2) the context in which monitoring takes place. With regard to the form of monitoring, the results from a longitudinal field study of buyer\u00e2\u20ac\u201csupplier relationships show that output monitoring decreases partner opportunism, as transaction cost and agency theory predict, whereas behavior monitoring, which is a more obtrusive form of control, increases partner opportunism. With regard to the context, the authors find that informal relationship elements in the form of microlevel social contracts serve as buffers that both enhance the effects of output monitoring and permit behavior monitoring to suppress opportunism in the first place. ABSTRACT FROM AUTHOR Copyright of Journal of Marketing Research (JMR) is the property of American Marketing Association and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract. (Copyright applies to all Abstracts)", "author" : [ { "dropping-particle" : "", "family" : "Heide", "given" : "Jan B", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Wathne", "given" : "Kenneth H", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Rokkan", "given" : "Aksel I", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Marketing Research", "id" : "ITEM-1", "issue" : "3", "issued" : { "date-parts" : [ [ "2007" ] ] }, "page" : "425-433", "title" : "Interfirm Monitoring, Social Contracts, and Relationship Outcomes", "type" : "article-journal", "volume" : "44" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=c9ad93ee-ec8e-4f5b-9c4d-e8e68a952e87" ] } ], "mendeley" : { "formattedCitation" : "(Heide, Wathne, & Rokkan, 2007)", "plainTextFormattedCitation" : "(Heide, Wathne, & Rokkan, 2007)", "previouslyFormattedCitation" : "(Heide, Wathne, & Rokkan, 2007)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Heide, Wathne, & Rokkan, 2007); instead, they would engage in discussion and communication to solve problems and justify their decisions ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.5465/AMJ.2008.35732527", "ISBN" : "00014273", "ISSN" : "0001-4273", "PMID" : "10589301", "abstract" : "On the basis of a case study of two sequential alliances between the same firms, we develop a more integrative perspective on alliance governance, providing insights into the interactions between structural and relational aspects, both within and between transactions. In particular, we disentangle (1) how contracts with a similar degree but different nature of formalization (narrow versus broad) trigger different kinds of trust dynamics (negative versus positive) at both operational and managerial levels, (2) how trust dynamics and contract application (rigid versus flexible) coevolve over time, and (3) how relational dynamics in previous transactions influence the design of contracts in subsequent transactions.", "author" : [ { "dropping-particle" : "", "family" : "Faems", "given" : "Dries", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Janssens", "given" : "Maddy", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Madhok", "given" : "Anoop", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Looy", "given" : "Bart.", "non-dropping-particle" : "Van", "parse-names" : false, "suffix" : "" } ], "container-title" : "Academy of Management Journal", "id" : "ITEM-1", "issue" : "6", "issued" : { "date-parts" : [ [ "2008" ] ] }, "page" : "1053-1078", "title" : "Toward An Integrative Perspective on Alliance Governance: Connecting Contract Design, Trust Dynamics, and Contract Application", "type" : "article-journal", "volume" : "51" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=27f332f7-b871-4ffa-bf51-1b2e70e02cb1" ] } ], "mendeley" : { "formattedCitation" : "(Faems, Janssens, Madhok, & Van Looy, 2008)", "plainTextFormattedCitation" : "(Faems, Janssens, Madhok, & Van Looy, 2008)", "previouslyFormattedCitation" : "(Faems, Janssens, Madhok, & Van Looy, 2008)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Faems, Janssens, Madhok, & Van Looy, 2008). Therefore, formal contracts facilitate jointly making sense of information. In addition, detailed contracts also include guidelines for explaining and coping with unexpected contingencies ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1002/smj", "ISBN" : "1097-0266", "ISSN" : "00014273", "PMID" : "31767271", "abstract" : "This study examines how contract, cooperation, and performance are associated with one another within international joint ventares (IJVs). We argue that contract and cooperation are not substi- tutes bat complements in relation to NV performance. An IJV contract provides an institutional framework guiding the coarse of cooperation, while cooperation overcomes the adaptive limits of contracts. Our analysis of 293 NVs in a dynamic market demonstrates that previous cooperation bolsters contractaal adaptability, which in tarn nurtures current cooperation between the same partners. We find that contract completeness and cooperation drive IJV performance both inde- pendently and interactively. When contracts are more complete, cooperation contribates more to peMormance. Contract and cooperation differ in their qaadratic effects such that the contribation of contract completeness to performance declines as completeness increases bat the contribation of cooperation remains linear. Copyright (C) 2002 John Wiley & Sons, Ltd. Structure", "author" : [ { "dropping-particle" : "", "family" : "Luo", "given" : "Yadong", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Strategic Management Journal", "id" : "ITEM-1", "issue" : "10", "issued" : { "date-parts" : [ [ "2002" ] ] }, "page" : "903-909", "title" : "Contract, Cooperation, and Performance in International Joint Ventures", "type" : "article-journal", "volume" : "23" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=99ba3354-9ff0-4895-a5e6-20b6de4812cc" ] } ], "mendeley" : { "formattedCitation" : "(Luo, 2002)", "plainTextFormattedCitation" : "(Luo, 2002)", "previouslyFormattedCitation" : "(Luo, 2002)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Luo, 2002). To improve their collaboration, partners tend to keep the guidelines that help them make right decisions, improve the clauses that do not produce expected outcomes, and delete the items that generate negative consequences. During the process of improving their formal contracts, they integrate their new knowledge with existed knowledge into the contracts, facilitating relationship-specific memory. Therefore, formal contracts positively affect relationship learning. We argue that formal contracts cannot directly contribute to innovation since formal contracts per se act as a vehicle for control rather than for knowledge transfer ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "ISBN" : "1097-0266", "ISSN" : "01432095", "PMID" : "875962929", "abstract" : "This research focuses on relational and contractual mechanisms and examines their impact on foreign subsidiaries' acquisition of tacit and explicit knowledge from local suppliers. Using survey data from 168 foreign subsidiaries operating in China, this study finds broad support for the proposed analytical framework. When the foreign subsidiary and supplier share common goals, the foreign subsidiary acquires greater levels of both explicit and tacit knowledge; trust between the two parties promotes the acquisition of greater levels of tacit than explicit knowledge. However, access to the local supplier network through the focal supplier enables the foreign subsidiary to acquire greater levels of explicit but not tacit knowledge. Formal contracts play a complementary role in knowledge acquisition: contracts enhance the acquisition of explicit knowledge and further strengthen the effects of relational mechanisms on tacit and explicit knowledge acquisition. Overall, these findings provide important implications for foreign subsidiaries regarding how to acquire local knowledge in host countries through both formal and informal mechanisms", "author" : [ { "dropping-particle" : "", "family" : "Li", "given" : "Juan Julie", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Poppo", "given" : "Laura", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Zhou", "given" : "Kevin Zheng", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Strategic Management Journal", "id" : "ITEM-1", "issue" : "April 2010", "issued" : { "date-parts" : [ [ "2010" ] ] }, "page" : "349-370", "title" : "Relational mechanisms, formal contracts, and local knowledge acquisition by international subsidiaries", "type" : "article-journal", "volume" : "31" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=3b70dbfe-731f-4b99-b55f-787298a77272" ] } ], "mendeley" : { "formattedCitation" : "(J. J. Li et al., 2010)", "manualFormatting" : "(Li, Poppo, & Zhou, 2010)", "plainTextFormattedCitation" : "(J. J. Li et al., 2010)", "previouslyFormattedCitation" : "(J. J. Li et al., 2010)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Li, Poppo, & Zhou, 2010). Given the positive relationship between relationship learning and alliance innovation performance ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1016/j.indmarman.2008.12.003", "ISBN" : "0019-8501", "ISSN" : "00198501", "abstract" : "This study utilized structural equations modeling (SEM) to explore the positive effects of relationship learning and absorptive capacity on competitive advantages of companies through their innovation performances in Taiwanese manufacturing industry. The results of this study showed that relationship learning and absorptive capacity positively influence upon innovation performances of companies, and further have positive effects on competitive advantages of companies. In addition, this study divided the sample into three groups by the levels of relationship learning and absorptive capacity and found that there was a significant difference of innovation performance among these three groups: \u2018Highly Capable Companies\u2019, \u2018Medially Capable Companies\u2019, and \u2018Lowly Capable Companies\u2019. It is important for \u2018Lowly Capable Companies\u2019 to increase both of their relationship learning and absorptive capacity to enhance their innovation performances.", "author" : [ { "dropping-particle" : "", "family" : "Chen", "given" : "Yu-Shan", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Lin", "given" : "Ming-Ji James", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Chang", "given" : "Ching-Hsun", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Industrial Marketing Management", "id" : "ITEM-1", "issue" : "2", "issued" : { "date-parts" : [ [ "2009" ] ] }, "page" : "152-158", "publisher" : "Elsevier Inc.", "title" : "The positive effects of relationship learning and absorptive capacity on innovation performance and competitive advantage in industrial markets", "type" : "article-journal", "volume" : "38" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=bfe30bc7-51b8-4044-a19f-c8d543907d4f" ] } ], "mendeley" : { "formattedCitation" : "(Chen et al., 2009)", "plainTextFormattedCitation" : "(Chen et al., 2009)", "previouslyFormattedCitation" : "(Chen et al., 2009)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Chen et al., 2009), we hypothesize

H1: Formal contracts benefit alliance innovation performance through relationship learning.

BSIs mean that both parties in an alliance invest resources that cannot be easily obtained in the marketplace. These resources are highly valuable to the partnership but of little value outside this partnership. In order to fulfill the value of these resources, partners have to cooperate to achieve their alliance objectives; otherwise, their investments would become sunk costs. In this vein, BSIs help both parties recognize the importance of cooperation. Moreover, BSIs can discourage opportunistic behaviors ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1509/jmkg.75.5.34", "ISBN" : "00222429", "ISSN" : "0022-2429", "PMID" : "64342087", "abstract" : "x", "author" : [ { "dropping-particle" : "", "family" : "Noordhoff", "given" : "Corine S", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Kyriakopoulos", "given" : "Kyriakos", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Moorman", "given" : "Christine", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Pauwels", "given" : "Pieter", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Dellaert", "given" : "Benedict G.C", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Marketing", "id" : "ITEM-1", "issue" : "5", "issued" : { "date-parts" : [ [ "2011" ] ] }, "page" : "34-52", "title" : "The Bright Side and Dark Side of Embedded Ties in Business-to-Business Innovation", "type" : "article-journal", "volume" : "75" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=2dc6098d-760a-4559-9c2e-5ca5b0c8ef57" ] } ], "mendeley" : { "formattedCitation" : "(Noordhoff et al., 2011)", "manualFormatting" : "(Noordhoff et al., 2011)", "plainTextFormattedCitation" : "(Noordhoff et al., 2011)", "previouslyFormattedCitation" : "(Noordhoff et al., 2011)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Noordhoff et al., 2011) and then help gain partner’s trust ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1016/j.jbusres.2008.08.003", "ISBN" : "0148-2963", "ISSN" : "01482963", "abstract" : "Extant research offers two alternative mechanisms for relating the asset specificity of a cooperative relationship to partnership performance. Transaction cost economics argues that the specific assets invested in a partnership increase the hazards of opportunism. As firms select appropriate governance structures to reduce opportunistic behavior, performance increases. On the other hand, relational exchange theory suggests that asset specificity enhances the trust between partners, which in turn leads to more cooperative behavior and higher partnership performance. This paper tests both mechanisms simultaneously on a sample of procurement relationships between Hong Kong trading firms and their Chinese suppliers using SEM methods. Our results support the predictions of relational exchange theory more than those of transaction cost economics. The paper also discusses the role of the Chinese context on theory application. \u00a9 2008 Elsevier Inc. All rights reserved.", "author" : [ { "dropping-particle" : "", "family" : "Lui", "given" : "Steven S.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Wong", "given" : "Yin Yee", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Liu", "given" : "Weiping", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Business Research", "id" : "ITEM-1", "issue" : "11", "issued" : { "date-parts" : [ [ "2009" ] ] }, "page" : "1214-1219", "title" : "Asset specificity roles in interfirm cooperation: Reducing opportunistic behavior or increasing cooperative behavior?", "type" : "article-journal", "volume" : "62" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=c6b12ccd-5172-4a83-b836-5327e5f5fa2b" ] }, { "id" : "ITEM-2", "itemData" : { "DOI" : "10.1016/j.ijproman.2016.12.005", "ISSN" : "02637863", "abstract" : "Inter-organizational collaborative innovation projects are increasingly cited as a \u201cbest practice\u201d in R&D activities, this study seeks to understand the factors affecting performance of cooperative innovation projects from a new perspective: specific investments. Specific investments is important to the value creation for inter-organizational projects, however which can induce the \u201chold-up\u201d problem, formal contracts and relational trust are two typical governance mechanisms employed to safeguard specific investments. This paper tests the effects of both mechanisms simultaneously using empirical studies focused on Chinese cooperative innovation projects, exploring the effects of specific investments, governance mechanisms and behaviors on cooperative innovation projects performance. The findings demonstrate that specific investments favor both, the formation of formal contracts and relational trust, and the effect of specific investments to performance is mainly influenced by relational trust. As such, this study contributes to governance theories in cooperative innovation projects management literature by empirically showing how specific investments affect cooperative innovation projects performance.", "author" : [ { "dropping-particle" : "", "family" : "Wu", "given" : "Ai Hua", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Wang", "given" : "Zhuo", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Chen", "given" : "Sandy", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "International Journal of Project Management", "id" : "ITEM-2", "issue" : "3", "issued" : { "date-parts" : [ [ "2017" ] ] }, "page" : "504-515", "publisher" : "Elsevier Ltd, APM and IPMA", "title" : "Impact of specific investments, governance mechanisms and behaviors on the performance of cooperative innovation projects", "type" : "article-journal", "volume" : "35" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=317632cc-b06d-4e2e-9f8b-1bd19d99ee27" ] } ], "mendeley" : { "formattedCitation" : "(Lui, Wong, & Liu, 2009; A. H. Wu, Wang, & Chen, 2017)", "manualFormatting" : "(Wu et al., 2017)", "plainTextFormattedCitation" : "(Lui, Wong, & Liu, 2009; A. H. Wu, Wang, & Chen, 2017)", "previouslyFormattedCitation" : "(Lui, Wong, & Liu, 2009; A. H. Wu, Wang, & Chen, 2017)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Wu et al., 2017). As a result, a cooperative relationship encourages parties to share ideas and exchange knowledge.

After receiving the shared information, partners engage in discussions about how to maximize their investments. In their discussions, they would justify their ideas and discuss the best method of utilizing their investments to reach their alliance goals. This cooperative atmosphere promotes mutual discussions, leading to jointly make sense of their information. In addition, BSIs as mutual assets are able to bond two parties and enhance relationship coordination ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1509/jmkr.37.2.227.18735", "ISBN" : "0022-2437", "ISSN" : "0022-2437", "PMID" : "235237679", "abstract" : "Powerful suppliers often require retailers to make significant idiosyncratic investments to improve coordination between organizations and to enhance the supplier's presence in the end market. The authors examine how a retailer might better manage the hold-up potential of these transaction-specific investments (TSIs) through the use of three control mechanisms: supplier's TSIs; the development of relational norms; and the use of explicit contracts. Moreover; the authors consider the time-dependent nature of these mechanisms by observing their effects on commitment over the course of a relationship life cycle. The results indicate that (1) a retailer's TSIs have a negative effect on its perceptions of supplier commitment; (2) a supplier's TSIs and relational norms increase the retailer's perception of supplier commitment; whereas explicit contracts are associated with perceptions of lower supplier commitment; and (3) each of the three control mechanisms moderates the negative impact of retailer investments on perceptions of supplier commitment contingent on the relationship phase. Specifically; bilateral TSIs enhance commitment in the exploration phase and a positive effect during the decline phase. The results also indicate that the retailer's perceptions of supplier commitment are positively related to its evaluation of supplier performance and satisfaction and negatively related to conflict.", "author" : [ { "dropping-particle" : "", "family" : "Jap", "given" : "Sandy D.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Ganesan", "given" : "Shankar", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Marketing Research", "id" : "ITEM-1", "issue" : "2", "issued" : { "date-parts" : [ [ "2000" ] ] }, "page" : "227-245", "title" : "Control Mechanisms and the Relationship Life Cycle: Implications for Safeguarding Specific Investments and Developing Commitment", "type" : "article-journal", "volume" : "37" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=5959b54f-2902-4f5c-aad5-032718bc301c" ] } ], "mendeley" : { "formattedCitation" : "(Jap & Ganesan, 2000)", "plainTextFormattedCitation" : "(Jap & Ganesan, 2000)", "previouslyFormattedCitation" : "(Jap & Ganesan, 2000)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Jap & Ganesan, 2000), thus improving the stability of the partnership. Therefore, the “bond” feature of BSIs can help alliance experience, like successful decision-making procedures, store into the partnership, strengthening the relationship-specific memory.

BSIs can contribute to alliance innovation performance because both parties offer and share insightful knowledge about innovation by leveraging their investments ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1016/j.jbusres.2016.12.028", "ISSN" : "0148-2963", "author" : [ { "dropping-particle" : "", "family" : "Li", "given" : "Yuan", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Cui", "given" : "Victor", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Liu", "given" : "Heng", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Business Research", "id" : "ITEM-1", "issued" : { "date-parts" : [ [ "2017" ] ] }, "page" : "323-331", "publisher" : "Elsevier Inc.", "title" : "Dyadic specific investments , absorptive capacity , and manufacturers' market knowledge acquisition : Evidence from manufacturer \u2013 distributor dyads", "type" : "article-journal", "volume" : "78" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=b61766cd-ad96-4e25-87d7-1e7388e4f050" ] }, { "id" : "ITEM-2", "itemData" : { "DOI" : "10.1509/jm.11.0570", "ISBN" : "0022-2429", "ISSN" : "0022-2429", "PMID" : "91691734", "abstract" : "Competing suppliers that collaborate to serve downstream original equipment manufacturer customers often encounter partners with overlapping and compatible knowledge bases. Such knowledge base compatibility provides supplier partners the opportunity to exchange knowledge efficiently, leading to greater knowledge sharing. However, the ease of misappropriation of the shared knowledge can offset this beneficial effect. This research proposes that the effect of knowledge base compatibility on supplier partners' knowledge sharing is moderated by the customer's participation in the collaborative effort and by the customer value such effort creates. The results of two empirical studies show that when levels of both customer participation and customer value are high, knowledge base compatibility between supplier partners leads to greater knowledge sharing. In contrast, when customer participation is high but customer value is low, knowledge base compatibility leads to lower levels of supplier knowledge sharing. This investigation validates the importance of key factors related to supplier partners' opportunity and motivation to share knowledge in coopetitive partnerships. \u00a9 2013, American Marketing Association.", "author" : [ { "dropping-particle" : "", "family" : "Ho", "given" : "Hillbun (Dixon)", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Ganesan", "given" : "Shankar", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Marketing", "id" : "ITEM-2", "issue" : "6", "issued" : { "date-parts" : [ [ "2013" ] ] }, "page" : "91-107", "title" : "Does Knowledge Base Compatibility Help or Hurt Knowledge Sharing Between Suppliers in Coopetition? The Role of Customer Participation", "type" : "article-journal", "volume" : "77" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=46ce40f1-e82c-42da-9508-3f59a643ab0d" ] } ], "mendeley" : { "formattedCitation" : "(Ho & Ganesan, 2013; Y. Li, Cui, & Liu, 2017)", "manualFormatting" : "(Ho & Ganesan, 2013; Li et al., 2017)", "plainTextFormattedCitation" : "(Ho & Ganesan, 2013; Y. Li, Cui, & Liu, 2017)", "previouslyFormattedCitation" : "(Ho & Ganesan, 2013; Y. Li, Cui, & Liu, 2017)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Ho & Ganesan, 2013; Li et al., 2017), especially when there is a low knowledge redundancy between their investments ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1509/jmkg.75.5.34", "ISBN" : "00222429", "ISSN" : "0022-2429", "PMID" : "64342087", "abstract" : "x", "author" : [ { "dropping-particle" : "", "family" : "Noordhoff", "given" : "Corine S", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Kyriakopoulos", "given" : "Kyriakos", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Moorman", "given" : "Christine", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Pauwels", "given" : "Pieter", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Dellaert", "given" : "Benedict G.C", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Marketing", "id" : "ITEM-1", "issue" : "5", "issued" : { "date-parts" : [ [ "2011" ] ] }, "page" : "34-52", "title" : "The Bright Side and Dark Side of Embedded Ties in Business-to-Business Innovation", "type" : "article-journal", "volume" : "75" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=2dc6098d-760a-4559-9c2e-5ca5b0c8ef57" ] }, { "id" : "ITEM-2", "itemData" : { "DOI" : "10.1108/08858621311313884", "ISBN" : "0885-8624", "ISSN" : "0885-8624", "abstract" : "Purpose - Although previous studies have examined the influence of asset specificity on firm performance, the literature has not focused on the influence of supplier asset specificity on product development, or the transformation that induces this. This study aims to propose a model by using the relational exchange perspective to explain the mechanism in which supplier investment in specific assets on behalf of buyers influences buyer performance in product development. Design/methodology/approach - Empirical data were collected from research and development staff in Taiwanese listed electronic firms and tested using structural equation modeling to verify the fit of the hypothetical model. Findings - The result demonstrates that supplier investment in specific assets for buyers positively impacts buyer's perceived relationship quality, which in turn affects knowledge sharing between buyers and suppliers and buyer product development performance. However, asset specificity does not directly affect knowledge sharing. Originality/value - This study illuminates the contribution of asset specificity to knowledge sharing and product development performance, by clarifying the mediation effects resulting from relationship quality and knowledge sharing.", "author" : [ { "dropping-particle" : "", "family" : "Yen", "given" : "Yu\u2010Xiang", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Hung", "given" : "Shiu\u2010Wan", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Business & Industrial Marketing", "id" : "ITEM-2", "issue" : "4", "issued" : { "date-parts" : [ [ "2013" ] ] }, "page" : "276-287", "title" : "How does supplier's asset specificity affect product development performance? A relational exchange perspective", "type" : "article-journal", "volume" : "28" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=6c32e538-20d8-4833-a9a1-0338e78701a4" ] } ], "mendeley" : { "formattedCitation" : "(Noordhoff et al., 2011; Yen & Hung, 2013)", "plainTextFormattedCitation" : "(Noordhoff et al., 2011; Yen & Hung, 2013)", "previouslyFormattedCitation" : "(Noordhoff et al., 2011; Yen & Hung, 2013)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Noordhoff et al., 2011; Yen & Hung, 2013). Moreover, one party can generate new knowledge by utilizing investments in a different way from its partner ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1509/jmkg.75.5.34", "ISBN" : "00222429", "ISSN" : "0022-2429", "PMID" : "64342087", "abstract" : "x", "author" : [ { "dropping-particle" : "", "family" : "Noordhoff", "given" : "Corine S", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Kyriakopoulos", "given" : "Kyriakos", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Moorman", "given" : "Christine", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Pauwels", "given" : "Pieter", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Dellaert", "given" : "Benedict G.C", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Marketing", "id" : "ITEM-1", "issue" : "5", "issued" : { "date-parts" : [ [ "2011" ] ] }, "page" : "34-52", "title" : "The Bright Side and Dark Side of Embedded Ties in Business-to-Business Innovation", "type" : "article-journal", "volume" : "75" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=2dc6098d-760a-4559-9c2e-5ca5b0c8ef57" ] } ], "mendeley" : { "formattedCitation" : "(Noordhoff et al., 2011)", "plainTextFormattedCitation" : "(Noordhoff et al., 2011)", "previouslyFormattedCitation" : "(Noordhoff et al., 2011)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Noordhoff et al., 2011). For example, Microsoft and Toyota collaborated to develop telematics applications on the Windows Azure Platform. After obtaining Toyota’s investments like knowledge about customer experience, Microsoft could come up with new designs different from the ones from Toyota. Despite the positive relationship between BSIs and alliance innovation performance, we argue that relationship learning mediates the positive relationship since it can help coordinate knowledge in the partnership. Some studies have found a positive effect of specific investments on relationship learning (ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1016/j.jom.2010.01.003", "ISBN" : "0272-6963 U6 - ctx_ver=Z39.88-2004&ctx_enc=info%3Aofi%2Fenc%3AUTF-8&rfr_id=info:sid/summon.serialssolutions.com&rft_val_fmt=info:ofi/fmt:kev:mtx:journal&rft.genre=article&rft.atitle=Does+relationship+learning+lead+to+relationship+value%3F+A+cross-national+supply+chain+investigation&rft.jtitle=Journal+of+Operations+Management&rft.au=Cheung%2C+Mee-Shew&rft.au=Myers%2C+Matthew+B&rft.au=Mentzer%2C+John+T&rft.date=2010&rft.pub=Elsevier+B.V&rft.issn=0272-6963&rft.eissn=1873-1317&rft.volume=28&rft.issu", "ISSN" : "02726963", "abstract" : "In global business-to-business markets, shared resources between buyers and suppliers often result in competitive advantages and enhanced relationships between firms. Unfortunately, there is a paucity of research regarding learning capabilities between business partners in a cross-border setting. This study takes the approach to integrate customer value literature into interorganizational learning theory and adopts the often-neglected theoretical perspective of transaction value by contextualizing inter-firm collaboration in terms of relationship learning and value co-creation viewed by both the buyers and sellers in one single study. Through the development of a conceptual framework that examines how global environmental and inter-organizational conditions influence learning capabilities, the study investigates how relationship learning influences relationship value for both supplying and buying firms. Using a survey of 126 cross-border dyads in the industrial chemical, packaging, consumer durable, and apparel industries, the authors show how relationship learning is valued by both buyers and suppliers, and how it is critical when viewing the \"supplier as a customer.\" The results indicate the strategic nature of relationship learning in maintaining cross-border business-to-business relationships. Simultaneously, the findings provide evidence that cultural distance is not a significant influence on the firm's propensity to share knowledge with its global partners. It helps advance our understanding of the significance of cultural-pollination in the era of globalization. ?? 2010 Elsevier B.V. All rights reserved.", "author" : [ { "dropping-particle" : "", "family" : "Cheung", "given" : "Mee Shew", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Myers", "given" : "Matthew B.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Mentzer", "given" : "John T.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Operations Management", "id" : "ITEM-1", "issue" : "6", "issued" : { "date-parts" : [ [ "2010" ] ] }, "page" : "472-487", "title" : "Does relationship learning lead to relationship value? A cross-national supply chain investigation", "type" : "article-journal", "volume" : "28" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=8371a5d7-aae4-4afb-8f25-17675a0da108" ] }, { "id" : "ITEM-2", "itemData" : { "DOI" : "10.1016/j.jwb.2007.06.008", "ISBN" : "1090-9516", "ISSN" : "10909516", "abstract" : "This study examines how suppliers who do not have bargaining power to protect relationship-specific investments (RSIs) can use safeguarding mechanisms to create transaction value in the context of asymmetric international subcontracting partnerships. From a supplier perspective, two different types of bilateral safeguarding mechanisms, relationship learning and relational capital, play discrete roles in the process of creating transaction value. Drawing on a resource-based view (RBV) of the firm, this study proposes that RSIs (a firm's resources), can enhance relationship learning (capabilities), which in turn, facilitates dyadic capability enhancing (joint competitive advantage). In addition, from a social capital perspective, relational capital facilitates relationship learning and strengthens the positive relationship between RSIs and relationship learning. Relationship learning plays the key role, and acts as the catalyst in transforming RSIs and relational capital into dyadic capability enhancing. The hypotheses are tested using data from a survey of 118 Taiwanese supplier-international buyer relationships in information technology industries. The study finds that relationship learning mediates the relationship between RSIs and dyadic capability enhancing, and that relational capital moderates the relationship between RSIs and relationship learning. ?? 2007 Elsevier Inc. All rights reserved.", "author" : [ { "dropping-particle" : "", "family" : "Chang", "given" : "Kuo Hsiung", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Gotcher", "given" : "Donald F.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of World Business", "id" : "ITEM-2", "issue" : "4", "issued" : { "date-parts" : [ [ "2007" ] ] }, "page" : "477-488", "title" : "Safeguarding investments and creation of transaction value in asymmetric international subcontracting relationships: The role of relationship learning and relational capital", "type" : "article-journal", "volume" : "42" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=e2cb7d4d-f89c-454f-9610-beeb3efd2a0b" ] }, { "id" : "ITEM-3", "itemData" : { "abstract" : "Exploitative Learning Performance", "author" : [ { "dropping-particle" : "", "family" : "Selnes", "given" : "Fred", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Sallis", "given" : "James", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Marketing", "id" : "ITEM-3", "issue" : "3", "issued" : { "date-parts" : [ [ "2003" ] ] }, "page" : "80-95", "title" : "Promoting Relationship Learning", "type" : "article-journal", "volume" : "67" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=3562eb5c-c381-4e4b-8613-456a64f8d133" ] } ], "mendeley" : { "formattedCitation" : "(Chang & Gotcher, 2007; Cheung et al., 2010; Selnes & Sallis, 2003)", "manualFormatting" : "Cheung et al., 2010; Selnes & Sallis, 2003)", "plainTextFormattedCitation" : "(Chang & Gotcher, 2007; Cheung et al., 2010; Selnes & Sallis, 2003)", "previouslyFormattedCitation" : "(Chang & Gotcher, 2007; Cheung et al., 2010; Selnes & Sallis, 2003)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }Cheung et al., 2010; Selnes & Sallis, 2003). Given the positive relationship between relationship learning and innovation ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1016/j.indmarman.2008.12.003", "ISBN" : "0019-8501", "ISSN" : "00198501", "abstract" : "This study utilized structural equations modeling (SEM) to explore the positive effects of relationship learning and absorptive capacity on competitive advantages of companies through their innovation performances in Taiwanese manufacturing industry. The results of this study showed that relationship learning and absorptive capacity positively influence upon innovation performances of companies, and further have positive effects on competitive advantages of companies. In addition, this study divided the sample into three groups by the levels of relationship learning and absorptive capacity and found that there was a significant difference of innovation performance among these three groups: \u2018Highly Capable Companies\u2019, \u2018Medially Capable Companies\u2019, and \u2018Lowly Capable Companies\u2019. It is important for \u2018Lowly Capable Companies\u2019 to increase both of their relationship learning and absorptive capacity to enhance their innovation performances.", "author" : [ { "dropping-particle" : "", "family" : "Chen", "given" : "Yu-Shan", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Lin", "given" : "Ming-Ji James", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Chang", "given" : "Ching-Hsun", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Industrial Marketing Management", "id" : "ITEM-1", "issue" : "2", "issued" : { "date-parts" : [ [ "2009" ] ] }, "page" : "152-158", "publisher" : "Elsevier Inc.", "title" : "The positive effects of relationship learning and absorptive capacity on innovation performance and competitive advantage in industrial markets", "type" : "article-journal", "volume" : "38" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=bfe30bc7-51b8-4044-a19f-c8d543907d4f" ] } ], "mendeley" : { "formattedCitation" : "(Chen et al., 2009)", "plainTextFormattedCitation" : "(Chen et al., 2009)", "previouslyFormattedCitation" : "(Chen et al., 2009)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Chen et al., 2009), we hypothesize

H2: Bilateral specific investments benefit alliance innovation performance through relationship learning.

Guanxi facilitates the exchange of information in two ways. First, like transactional governance mechanisms (i.e. formal contracts and BSIs), guanxi is able to suppress opportunism since one firm’s immoral or negative behavior can ruin the firm’s reputation in its social network and negatively affect its future business. Second, reciprocity norm is an essential aspect of guanxi ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1509/jmkg.72.4.12", "ISBN" : "0022-2429", "ISSN" : "0022-2429", "PMID" : "32573172", "abstract" : "Guanxi refers to the durable social connections and networks a firm uses to exchange favors for organizational purposes. This study examines how and when guanxi operates as a governance mechanism that influences firm marketing competence and performance in the transitional economy of China. Drawing on social capital theory, the authors propose an integrative framework that unbundles the benefits and risks of guanxi and delineates the organizational processes to internalize guanxi as a corporate core competence. The authors surveyed senior executives in 282 firms in China's consumer products industries. The findings confirm guanxi's direct effects on market performance and its indirect effects mediated through channel capability and responsive capability. The authors also confirm that technological turbulence and competition intensity can be effective structure-loosening forces, thus reducing the governance effects of guanxi. The findings suggest that firms can improve market access and growth through guanxi networks, but managers need to capitalize on them from the personal to the corporate level. In addition, managers should be aware of guanxi's dark sides, which include reciprocal obligations and collective blindness. This study shows that personal networks are popular universally, but in China, they have unique, distinct ways of operation.", "author" : [ { "dropping-particle" : "", "family" : "Gu", "given" : "Flora F", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Hung", "given" : "Kineta", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Tse", "given" : "David K", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Marketing", "id" : "ITEM-1", "issue" : "4", "issued" : { "date-parts" : [ [ "2008" ] ] }, "page" : "12-28", "title" : "When Does <i>Guanxi</i> Matter? Issues of Capitalization and Its Dark Sides", "type" : "article-journal", "volume" : "72" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=fb707bc7-9b5f-4261-844d-6ea6c33df705" ] } ], "mendeley" : { "formattedCitation" : "(Gu et al., 2008)", "plainTextFormattedCitation" : "(Gu et al., 2008)", "previouslyFormattedCitation" : "(Gu et al., 2008)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Gu et al., 2008). Reciprocity highlights the exchange of favors. For example, when Firm A does a favor for Firm B, Firm B is obliged to return a favor to Firm A in a similar way. As for the context of alliance cooperation, when one partner contribute the information requisite to cooperation, the other partner will be more likely to share its own resources critical for fulfilling alliance goals. Therefore, reduction in opportunism and reciprocity norm help guanxi promote information sharing in an alliance. Studies also buttress the positive effect of guanxi on information exchange ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1016/j.indmarman.2016.03.014", "ISSN" : "00198501", "abstract" : "Despite the significance of Guanxi networking as the integrated approach to relationship marketing in the Chinese business environment, there remains, however, a limited understanding of the structural and relational characteristics of these stakeholder networks, within which value is jointly created and shared. In this study, the value-adding ego-networks of the business owners in four Chinese construction small- and medium-sized enterprises (SMEs) are examined. The relationship between the business owner and six main stakeholder groups was identified, quantified, analyzed, and visualized using SNA. Relationships were measured according to the frequency of communication, the value of favour exchanges, and the amount of emotional investment in the relationship. Comparative SNA studies were conducted, focusing on ego-network density, tie strength, and prominence of key stakeholders. The findings highlighted the high degree of the structural and relational embeddedness in Chinese SMEs with Guanxi ties (both strong and weak) dominating the construction business-owners' network. They also underlined the prominence of the internal markets of multiskilled employees and business-development managers. Transactional ties, albeit a minority, also exist in the business-owners' network, which confirms that both relational and transactional marketing coexist in the Chinese construction industry. The study draws managerial implications for entrepreneurial business owners and managers, and proposes directions for future research.", "author" : [ { "dropping-particle" : "", "family" : "Badi", "given" : "Sulafa", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Wang", "given" : "Lisha", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Pryke", "given" : "Stephen", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Industrial Marketing Management", "id" : "ITEM-1", "issued" : { "date-parts" : [ [ "2017" ] ] }, "page" : "204-218", "publisher" : "Elsevier Inc.", "title" : "Relationship marketing in Guanxi networks: A social network analysis study of Chinese construction small and medium-sized enterprises", "type" : "article-journal", "volume" : "60" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=c63652fc-ce99-41b9-b85d-c5eadee659af" ] }, { "id" : "ITEM-2", "itemData" : { "DOI" : "10.1016/j.jbusres.2013.05.044", "ISSN" : "01482963", "author" : [ { "dropping-particle" : "", "family" : "Cui", "given" : "Nan", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Wen", "given" : "Na", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Xu", "given" : "Lan", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Qin", "given" : "Yao", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Business Research", "id" : "ITEM-2", "issue" : "12", "issued" : { "date-parts" : [ [ "2013" ] ] }, "page" : "2522-2528", "publisher" : "Elsevier Inc.", "title" : "Contingent effects of managerial guanxi on new product development success", "type" : "article-journal", "volume" : "66" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=723c0eb4-4ae7-4f68-bd97-562e44f07fe4" ] } ], "mendeley" : { "formattedCitation" : "(Badi et al., 2017; Cui et al., 2013)", "manualFormatting" : "(e.g. Badi et al., 2017; Cui et al., 2013)", "plainTextFormattedCitation" : "(Badi et al., 2017; Cui et al., 2013)", "previouslyFormattedCitation" : "(Badi et al., 2017; Cui et al., 2013)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(e.g. Badi et al., 2017; Cui et al., 2013).

Another important characteristic of guanxi is utilitarian benefits ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1016/j.indmarman.2010.12.004", "ISBN" : "0019-8501", "ISSN" : "00198501", "abstract" : "With a growing interest in doing business in a Confucian society, scholars and managers have given much attention to Guanxi as a governance mechanism. Yet, little has been known the unique aspects and the effectiveness of Guanxi-based governance. To address such gap, we specify three distinct aspects of Guanxi in a business setting. First, Guanxi is a fine balance among three key elements: qing (emotion or feeling), li (reciprocity) and liyi (utilitarian benefits). Second, Guanxi pertains to dynamic, interactive relationships at both individual and organizational levels. Third, Guanxi is unalterably linked to the concept of Guanxi-networking (or more precisely, quanzi). Based on these unique aspects, we argue that industrial marketing scholars can borrow theories from veracious disciplines and call for more effort in the empirical examination of the interactions among the three aspects of Guanxi-based governance, the efficacy of Guanxi-based governance, the developmental process of Guanxi networks, and the interactions of interpersonal Guanxi to organizational Guanxi. \u00a9 2010 Elsevier Inc.", "author" : [ { "dropping-particle" : "", "family" : "Yang", "given" : "Zhilin", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Wang", "given" : "Cheng Lu", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Industrial Marketing Management", "id" : "ITEM-1", "issue" : "4", "issued" : { "date-parts" : [ [ "2011" ] ] }, "page" : "492-495", "publisher" : "Elsevier Inc.", "title" : "Guanxi as a governance mechanism in business markets: Its characteristics, relevant theories, and future research directions", "type" : "article-journal", "volume" : "40" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=d40dd76a-8c5f-4299-8bdb-f97ca53cf20f" ] } ], "mendeley" : { "formattedCitation" : "(Z. Yang & Wang, 2011)", "plainTextFormattedCitation" : "(Z. Yang & Wang, 2011)", "previouslyFormattedCitation" : "(Z. Yang & Wang, 2011)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Z. Yang & Wang, 2011). A Guanxi network can help a firm access heterogeneous resources, such as land, government support, and channels, which cannot be obtained outside the guanxi network ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1002/smj.167", "ISSN" : "0143-2095", "author" : [ { "dropping-particle" : "", "family" : "Park", "given" : "Seung Ho", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Luo", "given" : "Yadong", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Strategic Management Journal", "id" : "ITEM-1", "issue" : "5", "issued" : { "date-parts" : [ [ "2001" ] ] }, "page" : "455-477", "title" : "Guanxi and organizational dynamics: organizational networking in Chinese firms", "type" : "article-journal", "volume" : "22" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=f2472993-9473-4638-a8ea-86a838d18180" ] } ], "mendeley" : { "formattedCitation" : "(Park & Luo, 2001)", "plainTextFormattedCitation" : "(Park & Luo, 2001)", "previouslyFormattedCitation" : "(Park & Luo, 2001)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Park & Luo, 2001). Pursuing economic benefits from the heterogeneous resources increase the interdependence between partners. Due to the interdependence, partners would resolve difficulties bilaterally and make decisions through mutual discussion. In order to obtain expected economic benefits, they have to justify their opinions and arguments. In addition, partners in a guanxi network are obliged to tie each other and sustain the relationship. Moreover, guanxi as one inherent relationship exclusively connects partners in the alliance ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1509/jmkg.72.4.12", "ISBN" : "0022-2429", "ISSN" : "0022-2429", "PMID" : "32573172", "abstract" : "Guanxi refers to the durable social connections and networks a firm uses to exchange favors for organizational purposes. This study examines how and when guanxi operates as a governance mechanism that influences firm marketing competence and performance in the transitional economy of China. Drawing on social capital theory, the authors propose an integrative framework that unbundles the benefits and risks of guanxi and delineates the organizational processes to internalize guanxi as a corporate core competence. The authors surveyed senior executives in 282 firms in China's consumer products industries. The findings confirm guanxi's direct effects on market performance and its indirect effects mediated through channel capability and responsive capability. The authors also confirm that technological turbulence and competition intensity can be effective structure-loosening forces, thus reducing the governance effects of guanxi. The findings suggest that firms can improve market access and growth through guanxi networks, but managers need to capitalize on them from the personal to the corporate level. In addition, managers should be aware of guanxi's dark sides, which include reciprocal obligations and collective blindness. This study shows that personal networks are popular universally, but in China, they have unique, distinct ways of operation.", "author" : [ { "dropping-particle" : "", "family" : "Gu", "given" : "Flora F", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Hung", "given" : "Kineta", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Tse", "given" : "David K", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Marketing", "id" : "ITEM-1", "issue" : "4", "issued" : { "date-parts" : [ [ "2008" ] ] }, "page" : "12-28", "title" : "When Does <i>Guanxi</i> Matter? Issues of Capitalization and Its Dark Sides", "type" : "article-journal", "volume" : "72" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=fb707bc7-9b5f-4261-844d-6ea6c33df705" ] }, { "id" : "ITEM-2", "itemData" : { "DOI" : "10.1016/j.indmarman.2005.08.002", "ISBN" : "0019-8501", "ISSN" : "00198501", "abstract" : "The present paper attempts to explore the underlying mechanism between Western relationship marketing and Chinese guanxi by examining the construct equivalence of the two concepts. First, it distinguishes guanxi from relationship marketing in terms of the personal and particularistic nature of the relation. Second, it differentiates trust from xinyong, its counterpart in Chinese, based on a comparison of their roles in relationship building and maintenance. Third, it discusses the unique meaning of renqing, which is proposed as an underlying mechanism that guides behavior norms in guanxi and a mediator between trust or xinyong and long-term orientation. Finally, it concludes by discussing the managerial implications for international marketers who wish to succeed in the Chinese business market and the importance of adapting Western relationship marketing principles to guanxi marketing. ?? 2005 Elsevier Inc. All rights reserved.", "author" : [ { "dropping-particle" : "", "family" : "Wang", "given" : "Cheng Lu", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Industrial Marketing Management", "id" : "ITEM-2", "issue" : "1", "issued" : { "date-parts" : [ [ "2007" ] ] }, "page" : "81-86", "title" : "Guanxi vs. relationship marketing: Exploring underlying differences", "type" : "article-journal", "volume" : "36" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=d5a057b7-3bd9-4c83-9f3a-ce4ffd3f5a6e" ] } ], "mendeley" : { "formattedCitation" : "(Gu et al., 2008; C. L. Wang, 2007)", "plainTextFormattedCitation" : "(Gu et al., 2008; C. L. Wang, 2007)", "previouslyFormattedCitation" : "(Gu et al., 2008; C. L. Wang, 2007)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Gu et al., 2008; Wang, 2007). Hence, guanxi activities, such as reciprocal favors, mutual discussion, and obligation events, are memorized in the partnership.

Guanxi is conducive to alliance innovation since it facilitates knowledge transfer between partners. Guanxi, one type of relational ties, helps exchange tacit and hard-to-imitate knowledge between firms ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "ISBN" : "1097-0266", "ISSN" : "01432095", "PMID" : "875962929", "abstract" : "This research focuses on relational and contractual mechanisms and examines their impact on foreign subsidiaries' acquisition of tacit and explicit knowledge from local suppliers. Using survey data from 168 foreign subsidiaries operating in China, this study finds broad support for the proposed analytical framework. When the foreign subsidiary and supplier share common goals, the foreign subsidiary acquires greater levels of both explicit and tacit knowledge; trust between the two parties promotes the acquisition of greater levels of tacit than explicit knowledge. However, access to the local supplier network through the focal supplier enables the foreign subsidiary to acquire greater levels of explicit but not tacit knowledge. Formal contracts play a complementary role in knowledge acquisition: contracts enhance the acquisition of explicit knowledge and further strengthen the effects of relational mechanisms on tacit and explicit knowledge acquisition. Overall, these findings provide important implications for foreign subsidiaries regarding how to acquire local knowledge in host countries through both formal and informal mechanisms", "author" : [ { "dropping-particle" : "", "family" : "Li", "given" : "Juan Julie", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Poppo", "given" : "Laura", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Zhou", "given" : "Kevin Zheng", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Strategic Management Journal", "id" : "ITEM-1", "issue" : "April 2010", "issued" : { "date-parts" : [ [ "2010" ] ] }, "page" : "349-370", "title" : "Relational mechanisms, formal contracts, and local knowledge acquisition by international subsidiaries", "type" : "article-journal", "volume" : "31" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=3b70dbfe-731f-4b99-b55f-787298a77272" ] } ], "mendeley" : { "formattedCitation" : "(J. J. Li et al., 2010)", "manualFormatting" : "(Li et al., 2010)", "plainTextFormattedCitation" : "(J. J. Li et al., 2010)", "previouslyFormattedCitation" : "(J. J. Li et al., 2010)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Li et al., 2010). ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1016/j.jbusres.2005.04.001", "ISBN" : "0148-2963", "ISSN" : "01482963", "abstract" : "Guanxi is the lifeblood of Chinese business communities, and frequently acts as a lubricant of business activities. In this paper we explore the role of this special relationship in knowledge management by examining the relationship between inter-firm knowledge transfer and Guanxi. Three components operationalize Guanxi: trust, relationship commitment, and communication. Using 215 Chinese enterprises located in four southern cities in China as the sample, data is analyzed using regression analysis with interaction terms. Our results show that trust and communication are the two main channels of knowledge transfer. However, the two elements both have a negative moderating effect upon the opposite channel of knowledge transfer. Several important managerial and theoretical implications are proposed. ?? 2005 Elsevier Inc. All rights reserved.", "author" : [ { "dropping-particle" : "", "family" : "Ramasamy", "given" : "Bala", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Goh", "given" : "K. Weekeat", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Yeung", "given" : "M. C H", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Business Research", "id" : "ITEM-1", "issue" : "1", "issued" : { "date-parts" : [ [ "2006" ] ] }, "page" : "130-139", "title" : "Is Guanxi (relationship) a bridge to knowledge transfer?", "type" : "article-journal", "volume" : "59" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=02f103b8-5ca4-4f2e-a3e4-e88fb24cd400" ] } ], "mendeley" : { "formattedCitation" : "(Ramasamy et al., 2006)", "manualFormatting" : "Ramasamy et al. (2006)", "plainTextFormattedCitation" : "(Ramasamy et al., 2006)", "previouslyFormattedCitation" : "(Ramasamy et al., 2006)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }Ramasamy et al. (2006) also indicate that firms with high guanxi have more opportunities to share knowledge, especially fine-grained tacit knowledge, an indispensable driver of innovation. Despite Guanxi may directly contribute to alliance innovation performance, this research postulates that relationship learning mediates the positive relationship between guanxi and alliance innovation performance. Therefore, we hypothesize

H3: Guanxi benefits alliance innovation performance through relationship learning.

Despite formal contracts can effectively curb opportunistic behaviors, they cannot foresee all contingencies and predict partner’s actions, especially, in China where competitive and institutional environments are changing dramatically ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1016/j.jom.2008.09.004", "ISSN" : "02726963", "author" : [ { "dropping-particle" : "", "family" : "Liu", "given" : "Yi", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Luo", "given" : "Yadong", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Liu", "given" : "Ting", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Operations Management", "id" : "ITEM-1", "issue" : "4", "issued" : { "date-parts" : [ [ "2009" ] ] }, "page" : "294-309", "title" : "Governing buyer\u2013supplier relationships through transactional and relational mechanisms: Evidence from China", "type" : "article-journal", "volume" : "27" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=28094b63-2c5a-45d4-9e2f-374ec034934e" ] }, { "id" : "ITEM-2", "itemData" : { "abstract" : "Building on economic and social exchange theories, this study develops an integrated model in which curtailing opportunism in international joint ventures (IJVs) requires four interrelated sets of suppressing forces: (1) contractual ordering (contractual inclusiveness and contractual obligatoriness); (2) structural ordering (managerial governance and equity captiveness); (3) relational ordering (interparty attachment and boundary-spanner ties); and (4) justice ordering (procedural justice and distributive justice). Using a sample of 192 IJVs in an emerging market, this study finds general support for our theoretical model. Our research validates that countering opportunism involves a system-wide effort that integrates economic and social mandates, unifies ex ante and ex post mechanisms, controls both egoistic and non-egoistic motivations, and combines organizational-level and individual-level forces. For partners from individualist cultures, economic ordering forces (contractual and structural) are stronger than social ordering forces (relational and justice) in relation to opportunism resistance, whereas for partners from a collectivistic culture, social ordering forces are relatively stronger than economic ordering forces for this end.", "author" : [ { "dropping-particle" : "", "family" : "Luo", "given" : "Yadong", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of International Business Studies", "id" : "ITEM-2", "issue" : "6", "issued" : { "date-parts" : [ [ "2007" ] ] }, "page" : "855-877", "title" : "An Integrated Anti Opportunism System in International Exchange", "type" : "article-journal", "volume" : "38" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=4b5b696a-a852-4d2e-98c9-c8404c2e9041" ] } ], "mendeley" : { "formattedCitation" : "(Y. Liu et al., 2009; Luo, 2007)", "manualFormatting" : "(Liu, Luo, & Liu, 2009; Luo, 2007)", "plainTextFormattedCitation" : "(Y. Liu et al., 2009; Luo, 2007)", "previouslyFormattedCitation" : "(Y. Liu et al., 2009; Luo, 2007)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Liu, Luo, & Liu, 2009; Luo, 2007). Sometimes, ambiguous clauses create space for opportunistic behaviors ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1002/smj", "ISBN" : "1097-0266", "ISSN" : "00014273", "PMID" : "31767271", "abstract" : "This study examines how contract, cooperation, and performance are associated with one another within international joint ventares (IJVs). We argue that contract and cooperation are not substi- tutes bat complements in relation to NV performance. An IJV contract provides an institutional framework guiding the coarse of cooperation, while cooperation overcomes the adaptive limits of contracts. Our analysis of 293 NVs in a dynamic market demonstrates that previous cooperation bolsters contractaal adaptability, which in tarn nurtures current cooperation between the same partners. We find that contract completeness and cooperation drive IJV performance both inde- pendently and interactively. When contracts are more complete, cooperation contribates more to peMormance. Contract and cooperation differ in their qaadratic effects such that the contribation of contract completeness to performance declines as completeness increases bat the contribation of cooperation remains linear. Copyright (C) 2002 John Wiley & Sons, Ltd. Structure", "author" : [ { "dropping-particle" : "", "family" : "Luo", "given" : "Yadong", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Strategic Management Journal", "id" : "ITEM-1", "issue" : "10", "issued" : { "date-parts" : [ [ "2002" ] ] }, "page" : "903-909", "title" : "Contract, Cooperation, and Performance in International Joint Ventures", "type" : "article-journal", "volume" : "23" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=99ba3354-9ff0-4895-a5e6-20b6de4812cc" ] } ], "mendeley" : { "formattedCitation" : "(Luo, 2002)", "plainTextFormattedCitation" : "(Luo, 2002)", "previouslyFormattedCitation" : "(Luo, 2002)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Luo, 2002). From the economic perspective, opportunism tends to occur when breaching contracts brings more benefits than costs. Notwithstanding, high guanxi can help prevent opportunism through reputation protection, which formal contracts cannot cover. Opportunism spoils the reputation of the focal organization and its managers since infamous reputation can spread fast in the social network ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "author" : [ { "dropping-particle" : "", "family" : "Peng", "given" : "Mike W", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Luo", "given" : "Yadong", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "The Academy of Management Journal", "id" : "ITEM-1", "issue" : "3", "issued" : { "date-parts" : [ [ "2000" ] ] }, "page" : "486-501", "title" : "Managerial Ties and Firm Performance in a Transition Economy : The Nature of a Micro- Macro Link", "type" : "article-journal", "volume" : "43" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=9353e434-06ec-4fd0-97a8-21195edf05b1" ] } ], "mendeley" : { "formattedCitation" : "(Peng & Luo, 2000)", "plainTextFormattedCitation" : "(Peng & Luo, 2000)", "previouslyFormattedCitation" : "(Peng & Luo, 2000)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Peng & Luo, 2000). Even though benefits from opportunistic behaviors outweigh costs from these behaviors, the behaviors, in the long run, damage the reputation for the focal organization and its managers so that few firms are willing to cooperate with the focal organization or hire the managers in the future. Therefore, guanxi prevents opportunism through social network that formal contracts cannot cover, creating a safer atmosphere to exchange information and knowledge necessary for alliance objectives.

Even though formal contracts spell out roles, responsibilities, objectives, and procedures, they contain little tacit information (e.g. technical know-how or skills) that is valuable for innovation ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.5465/AMR.1998.1255632", "ISBN" : "0363-7425", "ISSN" : "03637425", "PMID" : "1255632", "abstract" : "This article suggests that a firm's critical resources may span firm boundaries and may be embedded in interfirm resources and routines. It is argued that an increasingly important unit of analysis for understanding competition advantage is the relationship between firms and identify 4 potential sources of interorganizational competitive advantage: 1. relation-specific assets, 2. knowledge-sharing routines, 3. complementary resources/capabilities, and 4. effective governance. Each of these potential sources are examined in detail, key subprocesses are identified, and the isolating mechanisms that serve to preserve relational rents are discussed.", "author" : [ { "dropping-particle" : "", "family" : "Dyer", "given" : "Jeffrey H.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Singh", "given" : "Harbir", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Academy of Management Review", "id" : "ITEM-1", "issue" : "4", "issued" : { "date-parts" : [ [ "1998" ] ] }, "page" : "660-679", "title" : "The relational view: Cooperative strategy and sources of interorganizational competitive advantage", "type" : "article-journal", "volume" : "23" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=2c4da3f1-8a55-4638-a085-5a2572dbcec8" ] }, { "id" : "ITEM-2", "itemData" : { "ISBN" : "1097-0266", "ISSN" : "01432095", "PMID" : "875962929", "abstract" : "This research focuses on relational and contractual mechanisms and examines their impact on foreign subsidiaries' acquisition of tacit and explicit knowledge from local suppliers. Using survey data from 168 foreign subsidiaries operating in China, this study finds broad support for the proposed analytical framework. When the foreign subsidiary and supplier share common goals, the foreign subsidiary acquires greater levels of both explicit and tacit knowledge; trust between the two parties promotes the acquisition of greater levels of tacit than explicit knowledge. However, access to the local supplier network through the focal supplier enables the foreign subsidiary to acquire greater levels of explicit but not tacit knowledge. Formal contracts play a complementary role in knowledge acquisition: contracts enhance the acquisition of explicit knowledge and further strengthen the effects of relational mechanisms on tacit and explicit knowledge acquisition. Overall, these findings provide important implications for foreign subsidiaries regarding how to acquire local knowledge in host countries through both formal and informal mechanisms", "author" : [ { "dropping-particle" : "", "family" : "Li", "given" : "Juan Julie", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Poppo", "given" : "Laura", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Zhou", "given" : "Kevin Zheng", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Strategic Management Journal", "id" : "ITEM-2", "issue" : "April 2010", "issued" : { "date-parts" : [ [ "2010" ] ] }, "page" : "349-370", "title" : "Relational mechanisms, formal contracts, and local knowledge acquisition by international subsidiaries", "type" : "article-journal", "volume" : "31" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=3b70dbfe-731f-4b99-b55f-787298a77272" ] } ], "mendeley" : { "formattedCitation" : "(Dyer & Singh, 1998; J. J. Li et al., 2010)", "manualFormatting" : "(Dyer & Singh, 1998; Li, Poppo, & Zhou, 2010)", "plainTextFormattedCitation" : "(Dyer & Singh, 1998; J. J. Li et al., 2010)", "previouslyFormattedCitation" : "(Dyer & Singh, 1998; J. J. Li et al., 2010)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Dyer & Singh, 1998; Li, Poppo, & Zhou, 2010). However, due to its feature of reciprocity, guanxi highlights interactions between partners. With more interactions, partners do provide more tacit information, which would facilitate their decision making and problem solving. Since guanxi offsets the weaknesses of formal contracts, we hypothesize

H4: Formal contracts more positively affect alliance innovation when guanxi is high than when it is low.

BSIs are the resources that represent investors’ competitive advantages and cannot be obtained outside the partnership. Guanxi accelerates the exchange of the resources because of reciprocity. When Firm A contributes critical resources to the alliance, Firm B will also provide some information to the alliance as a returned favor to Firm A’s contribution. In addition, guanxi also emphasizes the pursuit of economic benefits. Firms anticipate that the combination of mutual resources can generate more value than the combination of value from individual resources. Guanxi encourages partners to leverage their resources to produce maximum value. Since partners with high guanxi know each other’s resources very well, they have more ideas about how to utilize their resources and create greatest value through mutual discussions. Besides, partners can also access more resources through guanxi network, storing their activities into a wider relationship. Therefore, we hypothesize

H5: Bilateral specific investments more positively affect alliance innovation when guanxi is high than when it is low.

4. Methods

4.1. Data collection and sample

We collected data from high-tech manufacturers in mainland China for several reasons. First, high-tech manufacturers need to be active in innovation in order to survive in the competitive technology industry, where market environment changes quickly, product life cycle is becoming shorter and shorter, and technology updates in a short period. Second, limited resources force the high-tech manufactures to collaborate with other companies to meet and adapt to customer needs. Third, guanxi still prevails in the networks of Chinese society ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.2753/MTP1069-6679220303", "ISBN" : "1069-6679", "ISSN" : "1069-6679", "abstract" : "Guanxi boundary spanners are important gate-openers and relationship-facilitators for foreign firms doing business in a close-knit Chinese society. However, little is known about the relational risks that guanxi brokers assume in working with both guanxi insiders and outsiders. Using the critical incident technique, this study conducts in-depth interviews with 33 guanxi boundary spanners. The results identify two underlying factors?social norm conflicts and guanxi ties strengths?creating four types of relational risks for guanxi brokering: Unneeded-Middleman, Profit-Exploiter, Information-Trader, and Shameless Foreign-Supporter. Applying social penetration theory to the guanxi-concentric model, we examine these risks and consequences. Managerial implications are discussed.", "author" : [ { "dropping-particle" : "", "family" : "Liu", "given" : "Annie H", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Gao", "given" : "Hongzhi", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Marketing Theory and Practice", "id" : "ITEM-1", "issue" : "3", "issued" : { "date-parts" : [ [ "2014" ] ] }, "page" : "271-284", "title" : "Examining Relational Risk Typologies for Guanxi Boundary Spanners: Applying Social Penetra tion Theory to Guanxi Brokering", "type" : "article-journal", "volume" : "22" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=4ec42506-ccec-4a52-aa37-c1b3055aebca" ] }, { "id" : "ITEM-2", "itemData" : { "DOI" : "10.1016/j.indmarman.2016.03.014", "ISSN" : "00198501", "abstract" : "Despite the significance of Guanxi networking as the integrated approach to relationship marketing in the Chinese business environment, there remains, however, a limited understanding of the structural and relational characteristics of these stakeholder networks, within which value is jointly created and shared. In this study, the value-adding ego-networks of the business owners in four Chinese construction small- and medium-sized enterprises (SMEs) are examined. The relationship between the business owner and six main stakeholder groups was identified, quantified, analyzed, and visualized using SNA. Relationships were measured according to the frequency of communication, the value of favour exchanges, and the amount of emotional investment in the relationship. Comparative SNA studies were conducted, focusing on ego-network density, tie strength, and prominence of key stakeholders. The findings highlighted the high degree of the structural and relational embeddedness in Chinese SMEs with Guanxi ties (both strong and weak) dominating the construction business-owners' network. They also underlined the prominence of the internal markets of multiskilled employees and business-development managers. Transactional ties, albeit a minority, also exist in the business-owners' network, which confirms that both relational and transactional marketing coexist in the Chinese construction industry. The study draws managerial implications for entrepreneurial business owners and managers, and proposes directions for future research.", "author" : [ { "dropping-particle" : "", "family" : "Badi", "given" : "Sulafa", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Wang", "given" : "Lisha", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Pryke", "given" : "Stephen", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Industrial Marketing Management", "id" : "ITEM-2", "issued" : { "date-parts" : [ [ "2017" ] ] }, "page" : "204-218", "publisher" : "Elsevier Inc.", "title" : "Relationship marketing in Guanxi networks: A social network analysis study of Chinese construction small and medium-sized enterprises", "type" : "article-journal", "volume" : "60" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=c63652fc-ce99-41b9-b85d-c5eadee659af" ] } ], "mendeley" : { "formattedCitation" : "(Badi et al., 2017; A. H. Liu & Gao, 2014)", "manualFormatting" : "(Badi et al., 2017)", "plainTextFormattedCitation" : "(Badi et al., 2017; A. H. Liu & Gao, 2014)", "previouslyFormattedCitation" : "(Badi et al., 2017; A. H. Liu & Gao, 2014)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Badi et al., 2017). Moreover, the literature on inter-organizational relationships has suggested that “one-sided research is valid and can produce meaningful insights if informants are knowledgeable enough about the relationship” ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1509/jim.16.0070", "ISSN" : "1069-031X", "author" : [ { "dropping-particle" : "", "family" : "Ju", "given" : "Min", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Gao", "given" : "Gerald Yong", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of International Marketing", "id" : "ITEM-1", "issue" : "2", "issued" : { "date-parts" : [ [ "2017" ] ] }, "page" : "72-87", "title" : "Relational Governance and Control Mechanisms of Export Ventures: An Examination Across Relationship Length", "type" : "article-journal", "volume" : "25" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=f603e03b-ad16-400d-8312-0059e0dd0aab" ] } ], "mendeley" : { "formattedCitation" : "(Ju & Gao, 2017)", "manualFormatting" : "(Ju & Gao, 2017, p. 77)", "plainTextFormattedCitation" : "(Ju & Gao, 2017)", "previouslyFormattedCitation" : "(Ju & Gao, 2017)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Ju & Gao, 2017, p. 77).

We randomly selected 615 manufacturers located in different cities in China, including Nanjing, Wuxi, Suzhou, Hefei, Shanghai, and Changzhou. The questionnaire was first developed in English, then translated into Chinese, and finally translated back into English to ensure the accuracy of the original meaning ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "author" : [ { "dropping-particle" : "", "family" : "Brislin", "given" : "Richard W.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Cross-cultural Psychology", "id" : "ITEM-1", "issue" : "3", "issued" : { "date-parts" : [ [ "1970" ] ] }, "page" : "185-216", "title" : "Back-translation for Cross-Cultural Research", "type" : "article-journal", "volume" : "1" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=67a0faa2-f8bd-401f-95aa-d86229eded02" ] } ], "mendeley" : { "formattedCitation" : "(Brislin, 1970)", "plainTextFormattedCitation" : "(Brislin, 1970)", "previouslyFormattedCitation" : "(Brislin, 1970)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Brislin, 1970). Some questions were modified to express the original meaning in English. Moreover, four professors in the field of marketing and organizational behavior evaluated the questionnaire’s questions in Chinese in order to ensure the content validity of measurements. Five in-depth interviews with senior managers verified the completeness and relevance of the questionnaire items. Based on their advice, we revised a few items to improve clarity. In order to examine validity and reliability of the questionnaire, we then conducted a pilot test with 50 chosen companies.

We distributed our questionnaires to the managers who had experience about innovation alliance. After three-wave reminders, we received 263 back in three months, resulting in a 42.76% response rate. Of these 263 questionnaires, we removed 38 due to reasons such as unqualified respondents, answering questions randomly or illogically, and missing data. As such, we obtained 225 useful questionnaires for further analysis. The sample includes various industries, such as information technology (97), material (69), appliance (24), pharmaceutical (22), and others (13). Table 2 exhibits key constructs’ measurement items and corresponding validity and reliability. Informants in our survey were executives from top management or senior managers of relevant departments who had been in charge of innovation alliances for at least one year. Among the informants, 20.44% are CEOs or general managers, 70.67% are marketing managers, and the rest includes operation managers and product managers.

<Insert Table 2 about Here>

According to ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.2307/3150783", "ISBN" : "6003753382", "ISSN" : "0022-2437", "PMID" : "5006097", "abstract" : "Valid predictions for the direction of nonresponse bias were obtained from subjective estimates and extrapolations in an analysis of mail survey data from published studies. For estimates of the magnitude of bias, the use of extrapolations led to substantial improvements over a strategy of not using extrapolations.", "author" : [ { "dropping-particle" : "", "family" : "Armstrong", "given" : "J Scott", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Overton", "given" : "Terry S.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Marketing Research", "id" : "ITEM-1", "issue" : "3", "issued" : { "date-parts" : [ [ "1977" ] ] }, "page" : "396-402", "title" : "Estimating Nonresponse Bias in Mail Surveys", "type" : "article-journal", "volume" : "14" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=3adfbfd5-7f00-497b-8e34-f904591d14b4" ] } ], "mendeley" : { "formattedCitation" : "(Armstrong & Overton, 1977)", "manualFormatting" : "Armstrong and Overton (1977)", "plainTextFormattedCitation" : "(Armstrong & Overton, 1977)", "previouslyFormattedCitation" : "(Armstrong & Overton, 1977)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }Armstrong and Overton (1977), non-response bias will not be a concern if data from the early 50 respondents do not reveal a statistically significant difference from data from the late 50 respondents. In our study, we conducted independent sample t-tests to examine the differences in the answers between the first and last waves of responses. We found that all significant values of all t-tests performed were greater than 0.05, indicating the existence of the non-response bias.

Harman’s single-factor test was performed to check for common method variance (CMV) bias ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "author" : [ { "dropping-particle" : "", "family" : "Podsakoff", "given" : "Philip M.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Organ", "given" : "Dennis W.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Management", "id" : "ITEM-1", "issue" : "4", "issued" : { "date-parts" : [ [ "1986" ] ] }, "page" : "531-544", "title" : "Self-reports in Organizational Research: Problems and Prospects", "type" : "article-journal", "volume" : "12" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=d41c1672-d09b-4fdd-ade0-c28d4bfdd78c" ] } ], "mendeley" : { "formattedCitation" : "(Podsakoff & Organ, 1986)", "plainTextFormattedCitation" : "(Podsakoff & Organ, 1986)", "previouslyFormattedCitation" : "(Podsakoff & Organ, 1986)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Podsakoff & Organ, 1986). The results show that the first factor explains only 38.28% of the total variance. Thus, we found no single factor explaining the variance of the major variables. Second, we conducted a confirmatory factor analysis by linking the measurement items of all reflective constructs to a latent factor. The results reveal a poor fit between the model and the data (χ2/d.f. = 9.051, RMSEA = 0.190, CFI = 0.498, IFI = 0.501, TLI = 0.445). Moreover, adding the latent factor to the proposed model, the estimate of the latent factor for each item is only 0.0005. In addition, one of the objectives of this research is to examine the interaction between transactional and relational mechanisms. ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1177/1094428109351241", "ISBN" : "10944281", "ISSN" : "10944281", "PMID" : "51685774", "abstract" : "This research analyzes the effects of common method variance (CMV) on parameter estimates in bivariate linear, multivariate linear, quadratic, and interaction regression models. The authors demonstrate that CMV can either inflate or deflate bivariate linear relationships, depending on the degree of symmetry with which CMV affects the observed measures. With respect to multivariate linear relationships, they show that common method bias generally decreases when additional independent variables suffering from CMV are included in a regression equation. Finally, they demonstrate that quadratic and interaction effects cannot be artifacts of CMV. On the contrary, both quadratic and interaction terms can be severely deflated through CMV, making them more difficult to detect through statistical means.", "author" : [ { "dropping-particle" : "", "family" : "Siemsen", "given" : "Enno", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Roth", "given" : "Aleda", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Oliveira", "given" : "Pedro", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Organizational Research Methods", "id" : "ITEM-1", "issue" : "3", "issued" : { "date-parts" : [ [ "2010" ] ] }, "page" : "456-476", "title" : "Common method bias in regression models with linear, quadratic, and interaction effects", "type" : "article-journal", "volume" : "13" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=b8336428-8bba-46bc-a495-04d7f364a350" ] } ], "mendeley" : { "formattedCitation" : "(Siemsen, Roth, & Oliveira, 2010)", "manualFormatting" : "Siemsen, Roth, and Oliveira (2010; p.470)", "plainTextFormattedCitation" : "(Siemsen, Roth, & Oliveira, 2010)", "previouslyFormattedCitation" : "(Siemsen, Roth, & Oliveira, 2010)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }Siemsen, Roth, and Oliveira (2010, p.470) emphasize that “empirical researchers should not be criticized for CMV if the main purpose of their study is to establish interaction effects.” Therefore, common method variance is not a serious concern in our study.

4.2. Measurement

We adapted all constructs’ measurements from past studies and measured these constructs (except for firm size and relationship length) using a seven-point Likert scale, in which “1” represents “strongly disagree” and “7” represents “strongly agree”. Table 2 presents measures of all variables in this study.

We conceptualize alliance innovation performance as benefits from alliance innovation. Based on ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1016/j.indmarman.2008.12.003", "ISBN" : "0019-8501", "ISSN" : "00198501", "abstract" : "This study utilized structural equations modeling (SEM) to explore the positive effects of relationship learning and absorptive capacity on competitive advantages of companies through their innovation performances in Taiwanese manufacturing industry. The results of this study showed that relationship learning and absorptive capacity positively influence upon innovation performances of companies, and further have positive effects on competitive advantages of companies. In addition, this study divided the sample into three groups by the levels of relationship learning and absorptive capacity and found that there was a significant difference of innovation performance among these three groups: \u2018Highly Capable Companies\u2019, \u2018Medially Capable Companies\u2019, and \u2018Lowly Capable Companies\u2019. It is important for \u2018Lowly Capable Companies\u2019 to increase both of their relationship learning and absorptive capacity to enhance their innovation performances.", "author" : [ { "dropping-particle" : "", "family" : "Chen", "given" : "Yu-Shan", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Lin", "given" : "Ming-Ji James", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Chang", "given" : "Ching-Hsun", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Industrial Marketing Management", "id" : "ITEM-1", "issue" : "2", "issued" : { "date-parts" : [ [ "2009" ] ] }, "page" : "152-158", "publisher" : "Elsevier Inc.", "title" : "The positive effects of relationship learning and absorptive capacity on innovation performance and competitive advantage in industrial markets", "type" : "article-journal", "volume" : "38" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=bfe30bc7-51b8-4044-a19f-c8d543907d4f" ] }, { "id" : "ITEM-2", "itemData" : { "DOI" : "10.1111/j.1467-6486.2009.00840.x", "ISBN" : "0022-2380", "ISSN" : "00222380", "abstract" : "Drawing on knowledge-based, organizational learning, and social capital perspectives, we propose and test an integrated framework in which knowledge tacitness and trust act as mediating mechanisms in the relationship between partner characteristics and alliance outcomes. We distinguish between learning and innovation outcomes and suggest that while innovation may result from alliance learning, it can also be created by combining separate knowledge bases without learning from each other. We contend that tacitness and trust play differing roles in the pursuit of learning and innovation and test this proposition on a sample of 120 international strategic alliances.", "author" : [ { "dropping-particle" : "", "family" : "Nielsen", "given" : "Bo Bernhard", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Nielsen", "given" : "Sabina", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Management Studies", "id" : "ITEM-2", "issue" : "6", "issued" : { "date-parts" : [ [ "2009" ] ] }, "page" : "1031-1056", "title" : "Learning and innovation in international strategic alliances: An empirical test of the role of trust and tacitness", "type" : "article-journal", "volume" : "46" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=abc405e8-7c2f-4fc3-9479-0c7ea3db7001" ] } ], "mendeley" : { "formattedCitation" : "(Chen et al., 2009; Nielsen & Nielsen, 2009)", "manualFormatting" : "Chen et al., (2009) and Nielsen & Nielsen (2009)", "plainTextFormattedCitation" : "(Chen et al., 2009; Nielsen & Nielsen, 2009)", "previouslyFormattedCitation" : "(Chen et al., 2009; Nielsen & Nielsen, 2009)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }Chen et al., (2009) and Nielsen & Nielsen (2009) as well as our interviews, we used four items to assess the improvement of product quality, profits from new products, innovation speed, and new knowledge through innovation alliance. The measure of formal contracts was adapted from ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1177/0170840608101139", "ISBN" : "0170-8406", "ISSN" : "0170-8406", "PMID" : "37216464", "abstract" : "This study examines the roles of competence trust, formal contract, and time horizon on interorganizational learning. Two types of learning \u2014 knowledge accessing and knowl- edge acquisition \u2014 are first identified. I then evaluate the relative roles of competence trust and contract on these two types of learning. I further investigate how time horizon moderates their roles. The hypotheses are tested with a sample of 126 buyer\u2013supplier relationships between the Hong Kong toy traders and their suppliers. The results show that knowledge accessing and knowledge acquisition have very different requirements on the competence trust and contract of an exchange relationship. These requirements also change with the time horizon of the relationship.", "author" : [ { "dropping-particle" : "", "family" : "Lui", "given" : "Steven S.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Organization Studies", "id" : "ITEM-1", "issue" : "4", "issued" : { "date-parts" : [ [ "2009" ] ] }, "page" : "333-353", "title" : "The Roles of Competence Trust, Formal Contract, and Time Horizon in Interorganizational Learning", "type" : "article-journal", "volume" : "30" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=c1b450c0-8830-4391-bcb6-0dc2d284084a" ] }, { "id" : "ITEM-2", "itemData" : { "DOI" : "10.1016/j.jom.2008.09.004", "ISSN" : "02726963", "author" : [ { "dropping-particle" : "", "family" : "Liu", "given" : "Yi", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Luo", "given" : "Yadong", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Liu", "given" : "Ting", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Operations Management", "id" : "ITEM-2", "issue" : "4", "issued" : { "date-parts" : [ [ "2009" ] ] }, "page" : "294-309", "title" : "Governing buyer\u2013supplier relationships through transactional and relational mechanisms: Evidence from China", "type" : "article-journal", "volume" : "27" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=28094b63-2c5a-45d4-9e2f-374ec034934e" ] } ], "mendeley" : { "formattedCitation" : "(Y. Liu et al., 2009; Lui, 2009)", "manualFormatting" : "Liu et al., (2009) and Lui (2009)", "plainTextFormattedCitation" : "(Y. Liu et al., 2009; Lui, 2009)", "previouslyFormattedCitation" : "(Y. Liu et al., 2009; Lui, 2009)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }Liu et al., (2009) and Lui (2009) to indicate contract specificity of responsibilities and obligations and formal operational procedures. Bilateral specific investments refer to mutual resources from partners that are valuable for a partnership but have little value outside of the relationship. Based on ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1177/0092070399273001", "ISBN" : "00920703", "ISSN" : "0092-0703", "PMID" : "1954047", "abstract" : "Prior research provides evidence that manufacturer investment of specific assets dedicated to a particular supplier (manufacturer asset specificity) is an antecedent of joint action in manufacturer-supplier relationships. A study builds on prior research to identify several variables that moderate the effect of manufacturer asset specificity on joint action. Drawing from transaction cost analysis and relational exchange theory, the study proposes a conceptual model that explicates the moderating role of 3 contextual variables: specific asset investments by the supplier (reciprocal asset investments), manufacturer decision-making uncertainty, and manufacturer trust in the supplier. Consistent with their hypotheses, results from a survey of firms in 3 SIC codes show that decision-making uncertainty and trust enhance the effect of manufacturer asset specificity on joint action. Contrary to expectation, however, the moderating effect of reciprocal asset investments was not significant. Theoretical and managerial implications of the results are discussed.", "author" : [ { "dropping-particle" : "", "family" : "Joshi", "given" : "A. W.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Stump", "given" : "R. L.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of the Academy of Marketing Science", "id" : "ITEM-1", "issue" : "3", "issued" : { "date-parts" : [ [ "1999" ] ] }, "page" : "291-305", "title" : "The Contingent Effect of Specific Asset Investments on Joint Action in Manufacturer-Supplier Relationships: An Empirical Test of the Moderating Role of Reciprocal Asset Investments, Uncertainty, and Trust", "type" : "article-journal", "volume" : "27" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=76a3bcb3-98f1-4d91-a5ca-2afa1c867591" ] }, { "id" : "ITEM-2", "itemData" : { "DOI" : "10.1016/j.indmarman.2005.02.001", "ISBN" : "0019-8501", "ISSN" : "00198501", "abstract" : "This study, using the concept of trust defined as calculative, risk-related, and relationship-based, examines the relationships between bilateral specific asset investments and after-investing trust. The findings indicate that a firm's trust in their supply chain partner is highly associated with both sides' specific asset investments. It also signifies that the replaceability of a respondent firm moderates the positive relationship between the partner's specific asset investment and trust. Our data has proven that the calculative-based trust theory has better explaining power with the transaction cost analysis (TCA) variables than the knowledge-based trust theory. \u00a9 2005 Elsevier Inc. All rights reserved.", "author" : [ { "dropping-particle" : "", "family" : "Suh", "given" : "Taewon", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Kwon", "given" : "Ik-Whan G.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Industrial Marketing Management", "id" : "ITEM-2", "issue" : "2", "issued" : { "date-parts" : [ [ "2006" ] ] }, "page" : "191-201", "title" : "Matter over mind: When specific asset investment affects calculative trust in supply chain partnership", "type" : "article-journal", "volume" : "35" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=ff7b4301-7da9-44ac-9753-4ce225c54f65" ] } ], "mendeley" : { "formattedCitation" : "(Joshi & Stump, 1999; Suh & Kwon, 2006)", "manualFormatting" : "Joshi and Stump (1999) and Suh and Kwon (2006)", "plainTextFormattedCitation" : "(Joshi & Stump, 1999; Suh & Kwon, 2006)", "previouslyFormattedCitation" : "(Joshi & Stump, 1999; Suh & Kwon, 2006)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }Joshi and Stump (1999) and Suh and Kwon (2006), we used four items to measure bilateral specific investments. Based on ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1509/jmkg.72.4.12", "ISBN" : "0022-2429", "ISSN" : "0022-2429", "PMID" : "32573172", "abstract" : "Guanxi refers to the durable social connections and networks a firm uses to exchange favors for organizational purposes. This study examines how and when guanxi operates as a governance mechanism that influences firm marketing competence and performance in the transitional economy of China. Drawing on social capital theory, the authors propose an integrative framework that unbundles the benefits and risks of guanxi and delineates the organizational processes to internalize guanxi as a corporate core competence. The authors surveyed senior executives in 282 firms in China's consumer products industries. The findings confirm guanxi's direct effects on market performance and its indirect effects mediated through channel capability and responsive capability. The authors also confirm that technological turbulence and competition intensity can be effective structure-loosening forces, thus reducing the governance effects of guanxi. The findings suggest that firms can improve market access and growth through guanxi networks, but managers need to capitalize on them from the personal to the corporate level. In addition, managers should be aware of guanxi's dark sides, which include reciprocal obligations and collective blindness. This study shows that personal networks are popular universally, but in China, they have unique, distinct ways of operation.", "author" : [ { "dropping-particle" : "", "family" : "Gu", "given" : "Flora F", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Hung", "given" : "Kineta", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Tse", "given" : "David K", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Marketing", "id" : "ITEM-1", "issue" : "4", "issued" : { "date-parts" : [ [ "2008" ] ] }, "page" : "12-28", "title" : "When Does <i>Guanxi</i> Matter? Issues of Capitalization and Its Dark Sides", "type" : "article-journal", "volume" : "72" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=fb707bc7-9b5f-4261-844d-6ea6c33df705" ] } ], "mendeley" : { "formattedCitation" : "(Gu et al., 2008)", "manualFormatting" : "Gu et al., (2008)", "plainTextFormattedCitation" : "(Gu et al., 2008)", "previouslyFormattedCitation" : "(Gu et al., 2008)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }Gu et al., (2008) and our interviews, we used four items to measure guanxi. Relationship learning is a formative construct and has three key elements: knowledge sharing, joint sense-making, and relationship-specific memory. We adapted the items for the three key elements based on ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "abstract" : "Exploitative Learning Performance", "author" : [ { "dropping-particle" : "", "family" : "Selnes", "given" : "Fred", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Sallis", "given" : "James", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Marketing", "id" : "ITEM-1", "issue" : "3", "issued" : { "date-parts" : [ [ "2003" ] ] }, "page" : "80-95", "title" : "Promoting Relationship Learning", "type" : "article-journal", "volume" : "67" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=3562eb5c-c381-4e4b-8613-456a64f8d133" ] } ], "mendeley" : { "formattedCitation" : "(Selnes & Sallis, 2003)", "manualFormatting" : "Selnes and Sallis (2003)", "plainTextFormattedCitation" : "(Selnes & Sallis, 2003)", "previouslyFormattedCitation" : "(Selnes & Sallis, 2003)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }Selnes and Sallis (2003) and our interviews. In addition, this study includes five control variables: environmental uncertainty, social network, interdependence, firm size, and relationship length because previous studies find that these variables could influence innovation performance ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1509/jmkg.72.4.90", "ISBN" : "00222429", "ISSN" : "0022-2429", "PMID" : "32573174", "abstract" : "To address the trade-off between new product innovativeness and speed to market caused by customer participation activities, the author differentiates two dimensions of customer participation\u2014customer participation as an information resource (CPI) and customer participation as a codeveloper (CPC)\u2014and explores the moderating effects of downstream customer network connectivity and new product development process interdependence and complexity. Matched data collected from 143 customer\u2013component manufacturer dyads indicate that CPI has a negative influence on innovativeness when downstream customer network connectivity is high but a positive effect when it is low. In contrast, CPI has a positive effect on speed to market when downstream customer network connectivity is high and no significant effect when it is low. In addition, CPC undermines new product speed to market when process interdependence is high. In contrast, CPC can improve new product speed to market but hurt new product innovativeness when process interdependence is low. The results of this article provide specific managerial guidelines as to how to manage customer participation to improve new product innovativeness and speed to market.", "author" : [ { "dropping-particle" : "", "family" : "Fang", "given" : "Eric", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Marketing", "id" : "ITEM-1", "issue" : "4", "issued" : { "date-parts" : [ [ "2008" ] ] }, "page" : "90-104", "title" : "Customer participation and the trade-off between new product innovativeness and speed to market", "type" : "article-journal", "volume" : "72" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=709f4af1-6418-4fd3-8418-11070d179c2c" ] }, { "id" : "ITEM-2", "itemData" : { "DOI" : "10.1509/jmkg.75.5.34", "ISBN" : "00222429", "ISSN" : "0022-2429", "PMID" : "64342087", "abstract" : "x", "author" : [ { "dropping-particle" : "", "family" : "Noordhoff", "given" : "Corine S", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Kyriakopoulos", "given" : "Kyriakos", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Moorman", "given" : "Christine", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Pauwels", "given" : "Pieter", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Dellaert", "given" : "Benedict G.C", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Marketing", "id" : "ITEM-2", "issue" : "5", "issued" : { "date-parts" : [ [ "2011" ] ] }, "page" : "34-52", "title" : "The Bright Side and Dark Side of Embedded Ties in Business-to-Business Innovation", "type" : "article-journal", "volume" : "75" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=2dc6098d-760a-4559-9c2e-5ca5b0c8ef57" ] }, { "id" : "ITEM-3", "itemData" : { "abstract" : "Exploitative Learning Performance", "author" : [ { "dropping-particle" : "", "family" : "Selnes", "given" : "Fred", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Sallis", "given" : "James", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Marketing", "id" : "ITEM-3", "issue" : "3", "issued" : { "date-parts" : [ [ "2003" ] ] }, "page" : "80-95", "title" : "Promoting Relationship Learning", "type" : "article-journal", "volume" : "67" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=3562eb5c-c381-4e4b-8613-456a64f8d133" ] } ], "mendeley" : { "formattedCitation" : "(E. Fang, 2008; Noordhoff et al., 2011; Selnes & Sallis, 2003)", "manualFormatting" : "(Fang, 2008; Noordhoff et al., 2011; Selnes & Sallis, 2003)", "plainTextFormattedCitation" : "(E. Fang, 2008; Noordhoff et al., 2011; Selnes & Sallis, 2003)", "previouslyFormattedCitation" : "(E. Fang, 2008; Noordhoff et al., 2011; Selnes & Sallis, 2003)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Fang, 2008; Noordhoff et al., 2011; Selnes & Sallis, 2003). Table 2 presents detailed information about the items of the constructs.

4.3. Tests of validity and reliability

Following the guidelines suggested by ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1037/0033-2909.103.3.411", "ISBN" : "0033-2909\\r1939-1455", "ISSN" : "0033-2909", "PMID" : "3802905", "abstract" : "In this article, we provide guidance for substantive researchers on the use of structural equation modeling in practice for theory testing and development. We present a comprehensive, two-step modeling approach that employs a series of nested models and sequential chi-square difference tests. We discuss the comparative advantages of this approach over a one-step approach. Considerations in specification, assessment of fit, and respecification of measurement models using confirmatory factor analysis are reviewed. As background to the two-step approach, the distinction between exploratory and confirmatory analysis, the distinction between complementary approaches for theory testing versus predictive application, and some developments in estimation methods also are discussed. (PsycINFO Database Record (c) 2010 APA, all rights reserved)", "author" : [ { "dropping-particle" : "", "family" : "Anderson", "given" : "James C.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Gerbing", "given" : "David W.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Psychological Bulletin", "id" : "ITEM-1", "issue" : "3", "issued" : { "date-parts" : [ [ "1988" ] ] }, "page" : "411-423", "title" : "Structural equation modeling in practice: A review and recommended two-step approach", "type" : "article-journal", "volume" : "103" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=9c2d9ee4-50dd-4895-a15e-3c49abe2bd9c" ] } ], "mendeley" : { "formattedCitation" : "(Anderson & Gerbing, 1988)", "manualFormatting" : "Anderson and Gerbing (1988)", "plainTextFormattedCitation" : "(Anderson & Gerbing, 1988)", "previouslyFormattedCitation" : "(Anderson & Gerbing, 1988)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }Anderson and Gerbing (1988), we conducted confirmatory factor analysis to check reliability and validity of all reflective scales. First, a confirmatory factor analysis was conducted, showing a good fit for the model (χ2/d.f. = 1.49, RMSEA = 0.05, CFI = 0.96, IFI =0.96, TLI =0.96). Second, Cronbach α of each multi-item variable is over 0.8, demonstrating the high internal consistency for each variable. As suggested by Bagozzi and Yi (1988), we also computed composite reliability (CR) scores to assess construct reliability. As shown in Table 2, all factors have CRs greater than 0.70. The average variance extracted (AVE) values for all constructs satisfactorily exceed the cut-off point of 0.50, indicating a sufficient convergent validity. In addition, AVE by each construct is greater than the square of the correlations between that construct and all other constructs in that measurement model ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.2307/3151312", "ISBN" : "00222437", "ISSN" : "0022-2437", "PMID" : "5015357", "abstract" : "The statistical tests used in the analysis of structural equation models with unobservable variables and measurement error are examined. A drawback of the commonly applied chi square test, in addition to the known problems related to sample size and power, is that it may indicate an increasing correspondence between the hypothesized model and the observed data as both the measurement properties and the relationship between constructs decline. Further, and contrary to common assertion, the risk of making a Type II error can be substantial even when the sample size is large. Moreover, the present testing methods are unable to assess a model's explanatory power. To overcome these problems, the authors develop and apply a testing system based on measures of shared variance within the structural model, measurement model, and overall model.", "author" : [ { "dropping-particle" : "", "family" : "Fornell", "given" : "Claes", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Larcker", "given" : "David F.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of marketing research", "id" : "ITEM-1", "issue" : "3", "issued" : { "date-parts" : [ [ "1981" ] ] }, "page" : "39-50", "title" : "Evaluating structural equation models with unobservable variables and measurement error", "type" : "article-journal", "volume" : "18" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=02942bc0-8ee3-4390-af6f-cdb28d34274a" ] } ], "mendeley" : { "formattedCitation" : "(Fornell & Larcker, 1981)", "plainTextFormattedCitation" : "(Fornell & Larcker, 1981)", "previouslyFormattedCitation" : "(Fornell & Larcker, 1981)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Fornell & Larcker, 1981). Table 3 provides correlations, means, and standard deviations of all constructs. According to Table 2 and Table 3, the analysis suggests a good discriminant validity among the constructs in our study.

<Insert Table 3 about Here>

4.4. Analysis and results

We used hierarchical regression analysis to test the hypotheses. We first checked potential multi-collinearity by assessing the variance inflation factors (VIFs) associated with each of the predictors in our models. The value of the VIFs ranges from 1.0 to 4.5, well below the 10.0 benchmark, indicating no multi-collinearity concern. Table 4 presents the results of the hypothesis test. Model 3 and Model 6 are the complete models for relationship learning and innovation performance, respectively. Model 3 reveals that both BSIs (β = 0.408, p < 0.01) and formal contracts (β = 0.305, p < 0.01) positively affect relationship learning, and guanxi positively moderates these effects (Formal contracts: β = 0.266, p < 0.01; BSIs: β = 0.224, p < 0.01) on relationship learning. Fig. 2 and fig. 3 present that BSIs and formal contracts have a stronger positive effect on relationship learning when guanxi is high than when it is low. Model 6 indicates that BSIs (β = 0.509, p < 0.01) and relationship learning (β = 0.298, p < 0.01) positively affect innovation performance, and guanxi marginally positively moderates the relationship between formal contracts and alliance innovation performance (β = 0.114, p < 0.1). However, formal contracts do not significantly affect alliance innovation performance; guanxi does not moderate the effect of BSIs on innovation performance. In addition, Model 3 and Model 6 show that guanxi does not significantly affect relationship learning (β = 0.047, p = 0.676) and innovation performance (β = 0.009, p = 0.921).

<Insert Fig. 2 and Fig. 3 about Here>

<Insert Table 4 about Here>

To test the mediating effect of relationship learning, we follow the mediation method of ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "978-1-60918-230-4", "ISBN" : "9781609182304", "ISSN" : "<null>", "PMID" : "17658881", "abstract" : "This engaging book explains the fundamentals of mediation and moderation analysis and their integration as \u201cconditional process analysis.\u201d Procedures are described for testing hypotheses about the mechanisms by which causal effects operate, the conditions under which they occur, and the moderation of mechanisms. Relying on the principles of ordinary least squares regression, Andrew Hayes carefully explains the estimation and interpretation of direct and indirect effects, probing and visualization of interactions, and testing of questions about moderated mediation. Examples using data from published studies illustrate how to conduct and report the analyses described in the book. 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Of special value, the book introduces and documents PROCESS, a macro for SPSS and SAS that does all the computations described in the book. 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Table 5 shows the results of 95% bootstrap confidence intervals, all of which exclude zero. Concretely, relationship learning mediates the effects of formal contracts [0.0067, 0.1067] and BSIs [0.0299, 0.1713] on innovation performance, supporting H1 and H2. The guideline on mediation analysis from ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1086/651257", "ISBN" : "00935301", "ISSN" : "0093-5301", "PMID" : "52888221", "abstract" : "JSTOR is a not-for-profit service that helps scholars, researchers, and students discover, use, and build upon a wide range of content in a trusted digital archive. We use information technology and tools to increase productivity and facilitate new forms of scholarship. 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Zhao, Lynch, & Chen, 2010)", "manualFormatting" : "Zhao, Lynch, and Chen (2010)", "plainTextFormattedCitation" : "(X. Zhao, Lynch, & Chen, 2010)", "previouslyFormattedCitation" : "(X. Zhao, Lynch, & Chen, 2010)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }Zhao, Lynch, and Chen (2010) indicates that the two mediation effects are different. Since BSIs positively affect innovation performance (β = 0.509, p < 0.01) and the indirect effect is also significantly positive (0.0484), the mediation effect is called complementary mediation, suggesting some other mediators in addition to relationship learning mediate the relationship between BSIs and innovation performance. On the other hand, formal contracts do not significantly affect innovation performance (β = 0.023, p =0.712), so the mediation is called indirectly-only mediation, suggesting that formal contracts affect innovation performance only through relationship learning. Since guanxi does not significantly affect relationship learning and alliance innovation performance, relationship learning does not mediate the relationship between guanxi and alliance innovation performance, not supporting H3. Besides, Table 5 confirms the relationship learning mediates the moderating effects of formal contracts [0.0111, 0.0821] and BSIs [0.0138, 0.0787] on innovation performance, supporting H4 and H5.

<Insert Table 5 about Here>

In a post hoc analysis, we examined whether formal contracts and BSIs have any interaction effect on relationship learning and innovation performance. The results show non-significant interaction effects on relationship learning (β = -0.097, p =0.165) and alliance innovation performance (β = -0.001, p =0.982). In addition, we also checked the three-way interaction effect (Formal contracts× BSIs× Guanxi) on relationship learning and innovation performance, finding non-significant interaction effects on relationship learning (β = -0.155, p =0.161) and innovation performance (β = 0.138, p =0.132). These analyses provide a clearer picture about how governance mechanisms (formal contracts, BSIs, and guanxi) interact with each other to influence alliance innovation performance.

5. Discussion and implications

5.1 Theoretical implications

Our study contributes to the literature in some ways. The findings indicate that governance mechanisms not only protect alliances from opportunism but also facilitate innovation. Moreover, our findings corroborate the importance of relationship learning in the inter-organizational relationship.

First, our study emphasizes the critical mediating role of relationship learning on the effect of governance mechanisms on alliance innovation performance. We find that formal contracts have to depend on relationship learning to improve alliance innovation performance and relational governance mechanism has to interact with transactional governance mechanisms to improve relationship learning, thus contributing to alliance innovation performance. Relationship learning has been found to act as a crucial mediator on the relationship between relationship-specific investments and relationship performance ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1080/0965254X.2010.537763", "ISSN" : "0965-254X", "abstract" : "This study attempts to uncover the mechanisms underlying the impact of relation-specific investment (RSI) on channel relationship performance. We distinguish between property-based RSI and knowledge-based RSI, which are argued to rely on different mediating paths to facilitate relationship performance. Specifically, property-based RSI stimulates formal contract, whereas knowledge-based RSI generates relational trust and relationship learning. However, relational trust exerts an adverse influence on the effectiveness of relationship learning. Results from an empirical study conducted in the context of China's marketing channel basically support the proposed model. Practically, this study suggests that in China's current marketing channels, channel members should prioritize knowledge-based RSI when making RSI into channels and pay special attention to relational trust cultivated by RSI.", "author" : [ { "dropping-particle" : "", "family" : "Zhao", "given" : "Yanhui", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Wang", "given" : "Guocai", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Strategic Marketing", "id" : "ITEM-1", "issue" : "1", "issued" : { "date-parts" : [ [ "2011" ] ] }, "page" : "57-71", "title" : "The impact of relation-specific investment on channel relationship performance: evidence from China", "type" : "article-journal", "volume" : "19" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=f7d45642-6c55-4f8f-a54f-057e7f2744b4" ] }, { "id" : "ITEM-2", "itemData" : { "DOI" : "10.1016/j.indmarman.2008.12.003", "ISBN" : "0019-8501", "ISSN" : "00198501", "abstract" : "This study utilized structural equations modeling (SEM) to explore the positive effects of relationship learning and absorptive capacity on competitive advantages of companies through their innovation performances in Taiwanese manufacturing industry. The results of this study showed that relationship learning and absorptive capacity positively influence upon innovation performances of companies, and further have positive effects on competitive advantages of companies. In addition, this study divided the sample into three groups by the levels of relationship learning and absorptive capacity and found that there was a significant difference of innovation performance among these three groups: \u2018Highly Capable Companies\u2019, \u2018Medially Capable Companies\u2019, and \u2018Lowly Capable Companies\u2019. It is important for \u2018Lowly Capable Companies\u2019 to increase both of their relationship learning and absorptive capacity to enhance their innovation performances.", "author" : [ { "dropping-particle" : "", "family" : "Chen", "given" : "Yu-Shan", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Lin", "given" : "Ming-Ji James", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Chang", "given" : "Ching-Hsun", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Industrial Marketing Management", "id" : "ITEM-2", "issue" : "2", "issued" : { "date-parts" : [ [ "2009" ] ] }, "page" : "152-158", "publisher" : "Elsevier Inc.", "title" : "The positive effects of relationship learning and absorptive capacity on innovation performance and competitive advantage in industrial markets", "type" : "article-journal", "volume" : "38" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=bfe30bc7-51b8-4044-a19f-c8d543907d4f" ] } ], "mendeley" : { "formattedCitation" : "(Chen et al., 2009; Y. Zhao & Wang, 2011)", "manualFormatting" : "(Chen, Lin, & Chang, 2009; Zhao & Wang, 2011)", "plainTextFormattedCitation" : "(Chen et al., 2009; Y. Zhao & Wang, 2011)", "previouslyFormattedCitation" : "(Chen et al., 2009; Y. Zhao & Wang, 2011)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Chen, Lin, & Chang, 2009; Zhao & Wang, 2011) and the relationship environmental uncertainty and relationship value ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1016/j.jom.2010.01.003", "ISBN" : "0272-6963 U6 - ctx_ver=Z39.88-2004&ctx_enc=info%3Aofi%2Fenc%3AUTF-8&rfr_id=info:sid/summon.serialssolutions.com&rft_val_fmt=info:ofi/fmt:kev:mtx:journal&rft.genre=article&rft.atitle=Does+relationship+learning+lead+to+relationship+value%3F+A+cross-national+supply+chain+investigation&rft.jtitle=Journal+of+Operations+Management&rft.au=Cheung%2C+Mee-Shew&rft.au=Myers%2C+Matthew+B&rft.au=Mentzer%2C+John+T&rft.date=2010&rft.pub=Elsevier+B.V&rft.issn=0272-6963&rft.eissn=1873-1317&rft.volume=28&rft.issu", "ISSN" : "02726963", "abstract" : "In global business-to-business markets, shared resources between buyers and suppliers often result in competitive advantages and enhanced relationships between firms. Unfortunately, there is a paucity of research regarding learning capabilities between business partners in a cross-border setting. This study takes the approach to integrate customer value literature into interorganizational learning theory and adopts the often-neglected theoretical perspective of transaction value by contextualizing inter-firm collaboration in terms of relationship learning and value co-creation viewed by both the buyers and sellers in one single study. Through the development of a conceptual framework that examines how global environmental and inter-organizational conditions influence learning capabilities, the study investigates how relationship learning influences relationship value for both supplying and buying firms. Using a survey of 126 cross-border dyads in the industrial chemical, packaging, consumer durable, and apparel industries, the authors show how relationship learning is valued by both buyers and suppliers, and how it is critical when viewing the \"supplier as a customer.\" The results indicate the strategic nature of relationship learning in maintaining cross-border business-to-business relationships. Simultaneously, the findings provide evidence that cultural distance is not a significant influence on the firm's propensity to share knowledge with its global partners. It helps advance our understanding of the significance of cultural-pollination in the era of globalization. ?? 2010 Elsevier B.V. All rights reserved.", "author" : [ { "dropping-particle" : "", "family" : "Cheung", "given" : "Mee Shew", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Myers", "given" : "Matthew B.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Mentzer", "given" : "John T.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Operations Management", "id" : "ITEM-1", "issue" : "6", "issued" : { "date-parts" : [ [ "2010" ] ] }, "page" : "472-487", "title" : "Does relationship learning lead to relationship value? A cross-national supply chain investigation", "type" : "article-journal", "volume" : "28" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=8371a5d7-aae4-4afb-8f25-17675a0da108" ] } ], "mendeley" : { "formattedCitation" : "(Cheung et al., 2010)", "plainTextFormattedCitation" : "(Cheung et al., 2010)", "previouslyFormattedCitation" : "(Cheung et al., 2010)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Cheung et al., 2010). Our findings suggest that governance mechanisms not only create a secure atmosphere for conducting relationship learning activities but also provide resources necessary for the activities. What’s more, without relationship learning, the security and resources are not easy to benefit alliance innovation. In addition, while previous studies have supported the importance role of relationship learning to supplier-buyer relationship ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "abstract" : "Exploitative Learning Performance", "author" : [ { "dropping-particle" : "", "family" : "Selnes", "given" : "Fred", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Sallis", "given" : "James", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Marketing", "id" : "ITEM-1", "issue" : "3", "issued" : { "date-parts" : [ [ "2003" ] ] }, "page" : "80-95", "title" : "Promoting Relationship Learning", "type" : "article-journal", "volume" : "67" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=3562eb5c-c381-4e4b-8613-456a64f8d133" ] }, { "id" : "ITEM-2", "itemData" : { "DOI" : "10.1509/jimk.18.1.63", "ISBN" : "1069031X", "ISSN" : "1069-031X", "PMID" : "47974875", "abstract" : "Recently, relationship learning between supply chain members has drawn a great deal of attention in the literature. In the context of the international electronics supply chain, which is characterized by cultural differences and complexity of products, relationship learning is difficult to achieve and relies largely on close collaboration between partners. The authors build on the resource-based view of the firm and adopt a communication culture theory to examine drivers and performance outcomes of relationship learning in cross-border relationships in the electronics industry. They propose a research framework in which a firm's innovativeness orientation, trust, information technology advancement, and technological uncertainty are determinants of relationship learning. In the framework, they introduce the communication cultures of the supplier and buyer as a moderator. Using 246 electronics suppliers in relationships with international original equipment manufacturer customers, the authors empirically show that innovativeness orientation, trust, and technological uncertainty affect relationship learning positively. Furthermore, the communication cultures of the supplier and buyer moderate the effects of innovativeness orientation and technological uncertainty. The authors conclude with a discussion of the implications. [ABSTRACT FROM AUTHOR]", "author" : [ { "dropping-particle" : "", "family" : "Jean", "given" : "Ruey-Jer \u201cBryan\u201d", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Sinkovics", "given" : "Rudolf R", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Kim", "given" : "Daekwan", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of International Marketing", "id" : "ITEM-2", "issue" : "1", "issued" : { "date-parts" : [ [ "2010" ] ] }, "page" : "63-85", "title" : "Drivers and Performance Outcomes of Relationship Learning for Suppliers in Cross-Border Customer\u2013Supplier Relationships: The Role of Communication Culture", "type" : "article-journal", "volume" : "18" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=bba78b9e-cb11-45e9-98f1-1ac21ca10a44" ] }, { "id" : "ITEM-3", "itemData" : { "DOI" : "10.1016/j.jbusres.2016.02.019", "ISBN" : "0148-2963", "ISSN" : "01482963", "abstract" : "This study seeks evidence for a positive moderating role of relationship learning in the relation between manufacturing firms' knowledge-intensive business services (KIBS), i.e., product-related services for developing customized solutions, and firms' customer-specific sales performance. 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Second, we provide insights into how formal contracts contribute to alliance innovation performance. Although scholars have reached the consensus that formal contracts can effectively curb opportunism and improve relationship performance ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1016/j.jom.2008.09.004", "ISSN" : "02726963", "author" : [ { "dropping-particle" : "", "family" : "Liu", "given" : "Yi", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Luo", "given" : "Yadong", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Liu", "given" : "Ting", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Operations Management", "id" : "ITEM-1", "issue" : "4", "issued" : { "date-parts" : [ [ "2009" ] ] }, "page" : "294-309", "title" : "Governing buyer\u2013supplier relationships through transactional and relational mechanisms: Evidence from China", "type" : "article-journal", "volume" : "27" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=28094b63-2c5a-45d4-9e2f-374ec034934e" ] }, { "id" : "ITEM-2", "itemData" : { "DOI" : "10.1509/jmkg.64.4.36.18070", "ISBN" : "0022-2429", "ISSN" : "0022-2429", "PMID" : "3789053", "abstract" : "Much of the recent literature on interfirm relationships has focused on strategies for controlling opportunism. Somewhat surprisingly, little attention has been paid in this literature to the opportunism construct itself. Specifically, prior research has failed to recognize the different types of behavior that are hidden behind the general opportunism label. As a consequence, the knowledge of strategies for managing opportunism remains incomplete. The authors review the original and emergent conceptualizations of opportunism and illustrate them using actual industry cases. The authors also develop a conceptual framework of governance strategies that can be used to manage different forms of opportunism.", "author" : [ { "dropping-particle" : "", "family" : "Wathne", "given" : "Kenneth H", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Heide", "given" : "Jan B", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Marketing", "id" : "ITEM-2", "issue" : "4", "issued" : { "date-parts" : [ [ "2000" ] ] }, "page" : "36-51", "title" : "Opportunism in Interfirm relationships: Forms, Outcomes, and Solutions", "type" : "article-journal", "volume" : "64" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=a6b289ed-99d8-4385-b255-5adfeeb58372" ] } ], "mendeley" : { "formattedCitation" : "(Y. Liu et al., 2009; Wathne & Heide, 2000)", "manualFormatting" : "(Cao & Lumineau, 2015; Liu et al., 2009)", "plainTextFormattedCitation" : "(Y. Liu et al., 2009; Wathne & Heide, 2000)", "previouslyFormattedCitation" : "(Y. Liu et al., 2009; Wathne & Heide, 2000)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Cao & Lumineau, 2015; Liu et al., 2009), little is known about whether formal contracts could contribute to alliance innovation performance. We find that formal contracts, which cannot directly contribute to alliance innovation performance, have to rely on relationship learning to achieve innovation performance. This finding indicates that reducing opportunism by formal contracts does not automatically improve alliance innovation performance, but can help knowledge transfer through relationship learning, thus indirectly contributing to alliance innovation performance.

Given the importance of knowledge transfer to alliance innovation ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "abstract" : "In this article, the authors examine the acquisition and utilization of information in new product alliances. Drawing from research in social network theory with a focus on the strength-of-ties literature, the authors suggest that hor- izontal alliances have lower levels of relational embeddedness and higher levels of knowledge redundancy than vertical alliances. The authors then suggest that though embeddedness enhances both the acquisition and utilization of information in alliances, redundancy diminishes information acquisition but enhances information utilization. The authors test these ideas using a sample of 106 U.S. firms that recently have participated in new product alliances. Although the results are broadly supportive of the predictions, they are also surprising because they question key underlying assumptions of the strength-of-ties literature. For example, closely tied individual actors are typically assumed to share both high levels of embeddedness and high levels of redundancy, but the present research finds that this assumption does not hold for organizational actors. The authors discuss the implications of these findings specifically for new product alliances and for research on tie strength among organizations in general", "author" : [ { "dropping-particle" : "", "family" : "Rindfleisch", "given" : "Aric", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Moorman", "given" : "Christine", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Marketing", "id" : "ITEM-1", "issue" : "2", "issued" : { "date-parts" : [ [ "2001" ] ] }, "page" : "1-18", "title" : "Utilization of and Acquisition in New Alliances: A Strength-of-Ties Perspective", "type" : "article-journal", "volume" : "65" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=bb2fcc1c-e592-4328-8087-5f33210aafed" ] } ], "mendeley" : { "formattedCitation" : "(Rindfleisch & Moorman, 2001)", "plainTextFormattedCitation" : "(Rindfleisch & Moorman, 2001)", "previouslyFormattedCitation" : "(Rindfleisch & Moorman, 2001)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Rindfleisch & Moorman, 2001), our findings also shed light on the debate about the effect of formal contracts on knowledge transfer, although we did not investigate the effect. Some scholars argue that formal contracts have little effect on knowledge transfer since they cannot codify tacit knowledge, which is critical to innovation ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1287/orsc.12.2.215.10117", "ISBN" : "10477039", "ISSN" : "1047-7039", "PMID" : "5159345", "abstract" : "Recent conceptualizations of trends in the structure of U.S. industry have focused on the relative importance of markets, hierarchies, and hybrid intermediate forms. This paper advances the discussion by distinguishing three ideal-typical forms of organization and their corresponding coordination mechanisms: market/price, hierarchy/authority, and community/trust. Different institutions combine the three forms/mechanisms in different proportions. Economic and organizational theory have shown that, compared to trust, price and authority are relatively ineffective means of dealing with knowledge-based assets. Therefore, as knowledge becomes increasingly important in our economy, we should expect high-trust institutional forms to proliferate. A review of trends in employment relations, interdivisional relations, and interfirm relations finds evidence suggesting that the effect of growing knowledge-intensity may indeed be a trend toward greater reliance on trust. There is also reason to believe that the form of trust most effective in this context is a distinctively modern kind-\"reflective trust\"-as opposed to traditionalistic, \"blind\" trust. Such a trend to reflective trust appears to threaten the privileges of currently dominant social actors, and these actors' resistance, in combination with the complex interdependencies between price, authority, and trust mechanisms, imparts a halting character to the trend. But the momentum of this trend nevertheless appears to be self-reinforcing, which suggests that it may ultimately challenge the foundations of our capitalist form of society while simultaneously creating the foundations of a new, postcapitalist form.", "author" : [ { "dropping-particle" : "", "family" : "Adler", "given" : "Paul S.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Organization Science", "id" : "ITEM-1", "issue" : "2", "issued" : { "date-parts" : [ [ "2001" ] ] }, "page" : "215-234", "title" : "Market, Hierarchy, and Trust: The Knowledge Economy and the Future of Capitalism", "type" : "article-journal", "volume" : "12" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=ed9bd4e7-e36b-4e8d-b3ba-300a5cd23575" ] } ], "mendeley" : { "formattedCitation" : "(Adler, 2001)", "plainTextFormattedCitation" : "(Adler, 2001)", "previouslyFormattedCitation" : "(Adler, 2001)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Adler, 2001). Moreover, ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1016/j.jom.2014.01.001", "ISBN" : "0272-6963", "ISSN" : "02726963", "abstract" : "Relational ties between manufacturers and their suppliers serve as an important strategic resource for value creation and realization. However, conflicting evidence exists regarding their role in the acquisition of specific knowledge. This study proposes that relational ties have a nonlinear effect on specific knowledge acquisition and that this nonlinear relationship is conditional on contract specificity and competitive intensity. Results from a sample of 385 manufacturer-supplier exchanges in China demonstrate that a buyer's relational ties with its major supplier have an inverted U-shaped effect on specific knowledge acquisition from this supplier; this inverted U-shaped relationship is stronger (steeper) when contract specificity is high and competition is more intense. These findings suggest that managers should understand the benefits and downsides of relational ties in acquiring specific knowledge and avoid building highly embedded ties when they draft detailed contracts or competition is highly intensive. ?? 2014 Elsevier B.V.", "author" : [ { "dropping-particle" : "", "family" : "Zhou", "given" : "Kevin Zheng", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Zhang", "given" : "Qiyuan", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Sheng", "given" : "Shibin", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Xie", "given" : "En", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Bao", "given" : "Yeqing", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Operations Management", "id" : "ITEM-1", "issue" : "3", "issued" : { "date-parts" : [ [ "2014" ] ] }, "page" : "88-98", "publisher" : "Elsevier B.V.", "title" : "Are relational ties always good for knowledge acquisition? Buyer-supplier exchanges in China", "type" : "article-journal", "volume" : "32" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=d611a462-8ce4-48ca-9f19-dd7e1425af9f" ] } ], "mendeley" : { "formattedCitation" : "(Zhou et al., 2014)", "manualFormatting" : "Zhou et al., (2014)", "plainTextFormattedCitation" : "(Zhou et al., 2014)", "previouslyFormattedCitation" : "(Zhou et al., 2014)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }Zhou et al., (2014) empirically find a non-significant relationship between detailed formal contracts and knowledge transfer. However, some other researchers contend that formal contracts positively affect knowledge transfer since they act as a platform for communication ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1287/orsc.1040.0074", "ISBN" : "10477039", "ISSN" : "1047-7039", "PMID" : "14075135", "abstract" : "Organizational forms involving more detailed contracts than are found in traditional spot market exchanges appear to be increasingly prevalent. There has been relatively little analysis, however, of the extent to which firms learn how to use contracts to manage their interfirm relationships over time. In this paper, we conduct a detailed case study of a time series of 11 contracts concluded during 1989-1997 between the same two partners, both of whom participate in the personal computer industry, to explore whether and how firms learn to contract. We find many changes to the structure of the contracts that cannot be fully explained by changes in the assets at risk in the relationship, and evidence that these changes are largely the result of processes in which the firms were learning how to work together, including learning how to contract with each other. The nature of this learning appears to have been quite incremental and local, that is, not very far sighted. We suggest how and when contracts might serve as repositories for knowledge about how to govern collaborations, and suggest some boundary conditions for this phenomenon. Our findings also provide implications for the debate about whether contracts have a positive or negative effect on interorganizational trust. We conclude with suggestions for future research.", "author" : [ { "dropping-particle" : "", "family" : "Mayer", "given" : "Kyle J.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Argyres", "given" : "Nicholas S.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Organization Science", "id" : "ITEM-1", "issue" : "4", "issued" : { "date-parts" : [ [ "2004" ] ] }, "page" : "394-410", "title" : "Learning to Contract: Evidence from the Personal Computer Industry", "type" : "article-journal", "volume" : "15" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=0ef0c78c-add4-4fea-9d51-86476b01e4b6" ] }, { "id" : "ITEM-2", "itemData" : { "ISBN" : "1097-0266", "ISSN" : "01432095", "PMID" : "875962929", "abstract" : "This research focuses on relational and contractual mechanisms and examines their impact on foreign subsidiaries' acquisition of tacit and explicit knowledge from local suppliers. Using survey data from 168 foreign subsidiaries operating in China, this study finds broad support for the proposed analytical framework. When the foreign subsidiary and supplier share common goals, the foreign subsidiary acquires greater levels of both explicit and tacit knowledge; trust between the two parties promotes the acquisition of greater levels of tacit than explicit knowledge. However, access to the local supplier network through the focal supplier enables the foreign subsidiary to acquire greater levels of explicit but not tacit knowledge. Formal contracts play a complementary role in knowledge acquisition: contracts enhance the acquisition of explicit knowledge and further strengthen the effects of relational mechanisms on tacit and explicit knowledge acquisition. Overall, these findings provide important implications for foreign subsidiaries regarding how to acquire local knowledge in host countries through both formal and informal mechanisms", "author" : [ { "dropping-particle" : "", "family" : "Li", "given" : "Juan Julie", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Poppo", "given" : "Laura", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Zhou", "given" : "Kevin Zheng", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Strategic Management Journal", "id" : "ITEM-2", "issue" : "April 2010", "issued" : { "date-parts" : [ [ "2010" ] ] }, "page" : "349-370", "title" : "Relational mechanisms, formal contracts, and local knowledge acquisition by international subsidiaries", "type" : "article-journal", "volume" : "31" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=3b70dbfe-731f-4b99-b55f-787298a77272" ] }, { "id" : "ITEM-3", "itemData" : { "DOI" : "10.1016/j.jbusres.2016.12.024", "ISSN" : "01482963", "abstract" : "Transferring a quantity of credible knowledge is a key competitive advantage for vertical relationships in an emerging economy. Distinct from extant research focused on the relational performance of and opportunism in channel relationships or knowledge transfer in horizontal alliances, this study investigates knowledge transfer in vertical relationships and considers how transactional and relational mechanisms differentially affect knowledge transfer quantity and credibility. Hierarchical regression analyses of 225 paired buyers and suppliers in China revealed that both transactional and relational mechanisms effectively improve quantity and credibility; within a transactional mechanism framework, contracts more effectively increase quantity, whereas transaction-specific investments do not increase credibility more effectively than contracts; and trust more effectively improves both quantity and credibility in the relational mechanism framework than personal relationships. These findings provide new insights for the knowledge management literature and practices in vertical relationships.", "author" : [ { "dropping-particle" : "", "family" : "Liu", "given" : "Yi", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Li", "given" : "Yao", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Shi", "given" : "Linda Hui", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Liu", "given" : "Ting", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Business Research", "id" : "ITEM-3", "issued" : { "date-parts" : [ [ "2017" ] ] }, "page" : "285-293", "publisher" : "Elsevier Inc.", "title" : "Knowledge transfer in buyer-supplier relationships: The role of transactional and relational governance mechanisms", "type" : "article-journal", "volume" : "78" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=bbf6574a-c815-4804-9256-2998ec197c18" ] } ], "mendeley" : { "formattedCitation" : "(J. J. Li et al., 2010; Y. Liu et al., 2017; Mayer & Argyres, 2004)", "manualFormatting" : "(Li et al., 2010; Liu et al., 2017; Mayer & Argyres, 2004)", "plainTextFormattedCitation" : "(J. J. Li et al., 2010; Y. Liu et al., 2017; Mayer & Argyres, 2004)", "previouslyFormattedCitation" : "(J. J. Li et al., 2010; Y. Liu et al., 2017; Mayer & Argyres, 2004)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Li et al., 2010; Liu et al., 2017; Mayer & Argyres, 2004). Our finding implies that formal contracts might facilitate knowledge transfer in the form of relationship learning.

Third, our study highlights the important role of BSIs in innovation alliance. The literature has identified dual roles of BSIs: prevention and promotion. The prevention perspective regards specific investments as a governance mechanism, arguing that BSIs are able to curb opportunistic behaviors, thus facilitating cooperative behavior ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1509/jmkr.37.2.227.18735", "ISBN" : "0022-2437", "ISSN" : "0022-2437", "PMID" : "235237679", "abstract" : "Powerful suppliers often require retailers to make significant idiosyncratic investments to improve coordination between organizations and to enhance the supplier's presence in the end market. The authors examine how a retailer might better manage the hold-up potential of these transaction-specific investments (TSIs) through the use of three control mechanisms: supplier's TSIs; the development of relational norms; and the use of explicit contracts. Moreover; the authors consider the time-dependent nature of these mechanisms by observing their effects on commitment over the course of a relationship life cycle. The results indicate that (1) a retailer's TSIs have a negative effect on its perceptions of supplier commitment; (2) a supplier's TSIs and relational norms increase the retailer's perception of supplier commitment; whereas explicit contracts are associated with perceptions of lower supplier commitment; and (3) each of the three control mechanisms moderates the negative impact of retailer investments on perceptions of supplier commitment contingent on the relationship phase. Specifically; bilateral TSIs enhance commitment in the exploration phase and a positive effect during the decline phase. The results also indicate that the retailer's perceptions of supplier commitment are positively related to its evaluation of supplier performance and satisfaction and negatively related to conflict.", "author" : [ { "dropping-particle" : "", "family" : "Jap", "given" : "Sandy D.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Ganesan", "given" : "Shankar", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Marketing Research", "id" : "ITEM-1", "issue" : "2", "issued" : { "date-parts" : [ [ "2000" ] ] }, "page" : "227-245", "title" : "Control Mechanisms and the Relationship Life Cycle: Implications for Safeguarding Specific Investments and Developing Commitment", "type" : "article-journal", "volume" : "37" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=5959b54f-2902-4f5c-aad5-032718bc301c" ] }, { "id" : "ITEM-2", "itemData" : { "DOI" : "10.1016/j.jbusres.2008.08.003", "ISBN" : "0148-2963", "ISSN" : "01482963", "abstract" : "Extant research offers two alternative mechanisms for relating the asset specificity of a cooperative relationship to partnership performance. Transaction cost economics argues that the specific assets invested in a partnership increase the hazards of opportunism. As firms select appropriate governance structures to reduce opportunistic behavior, performance increases. On the other hand, relational exchange theory suggests that asset specificity enhances the trust between partners, which in turn leads to more cooperative behavior and higher partnership performance. This paper tests both mechanisms simultaneously on a sample of procurement relationships between Hong Kong trading firms and their Chinese suppliers using SEM methods. Our results support the predictions of relational exchange theory more than those of transaction cost economics. The paper also discusses the role of the Chinese context on theory application. \u00a9 2008 Elsevier Inc. All rights reserved.", "author" : [ { "dropping-particle" : "", "family" : "Lui", "given" : "Steven S.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Wong", "given" : "Yin Yee", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Liu", "given" : "Weiping", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Business Research", "id" : "ITEM-2", "issue" : "11", "issued" : { "date-parts" : [ [ "2009" ] ] }, "page" : "1214-1219", "title" : "Asset specificity roles in interfirm cooperation: Reducing opportunistic behavior or increasing cooperative behavior?", "type" : "article-journal", "volume" : "62" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=c6b12ccd-5172-4a83-b836-5327e5f5fa2b" ] } ], "mendeley" : { "formattedCitation" : "(Jap & Ganesan, 2000; Lui et al., 2009)", "plainTextFormattedCitation" : "(Jap & Ganesan, 2000; Lui et al., 2009)", "previouslyFormattedCitation" : "(Jap & Ganesan, 2000; Lui et al., 2009)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Jap & Ganesan, 2000; Lui et al., 2009), increasing partners’ profits ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1080/0965254X.2013.876078", "ISSN" : "0965-254X", "author" : [ { "dropping-particle" : "", "family" : "Li", "given" : "Shenyu", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Balasubramanian", "given" : "Siva K.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Popkowski Leszczyc", "given" : "Peter T.L.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Strategic Marketing", "id" : "ITEM-1", "issue" : "4", "issued" : { "date-parts" : [ [ "2014" ] ] }, "page" : "316-327", "publisher" : "Taylor & Francis", "title" : "The profit impact of the transaction-specific assets: a process model of adaptive marketing resources", "type" : "article", "volume" : "22" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=47b7d190-99ed-452e-bb26-a52edf3d6842" ] } ], "mendeley" : { "formattedCitation" : "(S. 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Each party in a relationship is required to conduct specific investments on behalf of the other to prevent discontinued trading or transaction relationships. Hence, this study combines relationship marketing and specific asset investment concepts within the transaction cost theory to investigate the relationship between inter-firm trust and commitment and loyalty and cooperation. By focusing on listed and over-the-counter-traded companies in Taiwan of industries that possess complete supply chains, this study collects 153 effective surveys for empirical analysis. The results show that commitment is more important than trust in a business-to-business (B2B) relationship for increasing the willingness of business customers and/or partners to participate in specific asset investments, thus increasing their loyalty and cooperation in the B2B relationship.", "author" : [ { "dropping-particle" : "", "family" : "Wu", "given" : "Lei Yu", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Chen", "given" : "Po Yuan", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Chen", "given" : "Kuan Yang", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Business Research", "id" : "ITEM-3", "issue" : "11", "issued" : { "date-parts" : [ [ "2015" ] ] }, "page" : "2322-2329", "publisher" : "Elsevier Inc.", "title" : "Why does loyalty-cooperation behavior vary over buyer-seller relationship?", "type" : "article-journal", "volume" : "68" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=77e3f7b6-33a0-4045-ad65-a96e00b01bd9" ] } ], "mendeley" : { "formattedCitation" : "(Y. 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Whereas some research suggests that monitoring can serve as a control mechanism that reduces exchange partner opportunism, there is also evidence showing that monitoring can actually promote such behavior. The authors propose that the actual effect of monitoring depends on (1) the form of monitoring used (output versus behavior) and (2) the context in which monitoring takes place. With regard to the form of monitoring, the results from a longitudinal field study of buyer\u00e2\u20ac\u201csupplier relationships show that output monitoring decreases partner opportunism, as transaction cost and agency theory predict, whereas behavior monitoring, which is a more obtrusive form of control, increases partner opportunism. With regard to the context, the authors find that informal relationship elements in the form of microlevel social contracts serve as buffers that both enhance the effects of output monitoring and permit behavior monitoring to suppress opportunism in the first place. ABSTRACT FROM AUTHOR Copyright of Journal of Marketing Research (JMR) is the property of American Marketing Association and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract. (Copyright applies to all Abstracts)", "author" : [ { "dropping-particle" : "", "family" : "Heide", "given" : "Jan B", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Wathne", "given" : "Kenneth H", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Rokkan", "given" : "Aksel I", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Marketing Research", "id" : "ITEM-1", "issue" : "3", "issued" : { "date-parts" : [ [ "2007" ] ] }, "page" : "425-433", "title" : "Interfirm Monitoring, Social Contracts, and Relationship Outcomes", "type" : "article-journal", "volume" : "44" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=c9ad93ee-ec8e-4f5b-9c4d-e8e68a952e87" ] }, { "id" : "ITEM-2", "itemData" : { "DOI" : "10.1509/jmkr.37.2.227.18735", "ISBN" : "0022-2437", "ISSN" : "0022-2437", "PMID" : "235237679", "abstract" : "Powerful suppliers often require retailers to make significant idiosyncratic investments to improve coordination between organizations and to enhance the supplier's presence in the end market. The authors examine how a retailer might better manage the hold-up potential of these transaction-specific investments (TSIs) through the use of three control mechanisms: supplier's TSIs; the development of relational norms; and the use of explicit contracts. Moreover; the authors consider the time-dependent nature of these mechanisms by observing their effects on commitment over the course of a relationship life cycle. The results indicate that (1) a retailer's TSIs have a negative effect on its perceptions of supplier commitment; (2) a supplier's TSIs and relational norms increase the retailer's perception of supplier commitment; whereas explicit contracts are associated with perceptions of lower supplier commitment; and (3) each of the three control mechanisms moderates the negative impact of retailer investments on perceptions of supplier commitment contingent on the relationship phase. Specifically; bilateral TSIs enhance commitment in the exploration phase and a positive effect during the decline phase. The results also indicate that the retailer's perceptions of supplier commitment are positively related to its evaluation of supplier performance and satisfaction and negatively related to conflict.", "author" : [ { "dropping-particle" : "", "family" : "Jap", "given" : "Sandy D.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Ganesan", "given" : "Shankar", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Marketing Research", "id" : "ITEM-2", "issue" : "2", "issued" : { "date-parts" : [ [ "2000" ] ] }, "page" : "227-245", "title" : "Control Mechanisms and the Relationship Life Cycle: Implications for Safeguarding Specific Investments and Developing Commitment", "type" : "article-journal", "volume" : "37" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=5959b54f-2902-4f5c-aad5-032718bc301c" ] }, { "id" : "ITEM-3", "itemData" : { "DOI" : "10.1016/j.jbusres.2009.04.019", "ISBN" : "0148-2963", "ISSN" : "01482963", "abstract" : "Using hierarchical regression analysis on a sample of UK service firms, this study tests the impact of asset specificity on outsourcing relationship performance within a disaggregated methodological framework that allows to discern the specific effects of various buyers and suppliers' individual dimensions of asset specific investments. The results indicate that the impact of asset specific investments on outsourcing relationship performance varies according to the particular specificity dimension examined. While all statistically significant dimensions of buyers' asset specificity have a negative impact on relationship satisfaction, suppliers' human and dedicated asset specific investments exert a positive and significant influence. The results also show that, in three interaction instances, reciprocal specific investments are positively associated with outsourcing relationship performance. These findings have profound theoretical and methodological implications. ?? 2009 Elsevier Inc.", "author" : [ { "dropping-particle" : "", "family" : "Vita", "given" : "Glauco", "non-dropping-particle" : "De", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Tekaya", "given" : "Arafet", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Wang", "given" : "Catherine L.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Business Research", "id" : "ITEM-3", "issue" : "7", "issued" : { "date-parts" : [ [ "2010" ] ] }, "page" : "657-666", "publisher" : "Elsevier Inc.", "title" : "Asset specificity's impact on outsourcing relationship performance: A disaggregated analysis by buyer-supplier asset specificity dimensions", "type" : "article-journal", "volume" : "63" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=f79b31d5-b200-4148-8333-307313f8ad50" ] }, { "id" : "ITEM-4", "itemData" : { "DOI" : "10.1057/jibs.2012.12", "ISBN" : "0047-2506", "ISSN" : "0047-2506", "PMID" : "78113562", "abstract" : "According to transaction cost economics (TCE) reasoning, firms choose equity (as opposed to non-equity) foreign market entry modes to safeguard specific assets. The present paper contextualizes the well-researched relationship between asset specificity and foreign market entry mode choice by introducing knowledge safeguards (international experience, host-country networks, and imitation) and institutional safeguards (property rights protection and cultural proximity) as alternative mechanisms for securing a firm's specific assets. Testing our hypotheses on a sample of 206 small and medium-sized enterprises, we find that knowledge safeguards and institutional safeguards weaken the effect of asset specificity on the choice of equity foreign market entry modes. Contextualizing the relationship between asset specificity and foreign market entry mode choice helps to enhance our understanding of the scope conditions of TCE-based entry mode studies and beyond. CR - Copyright &#169; 2012 Palgrave Macmillan Journals", "author" : [ { "dropping-particle" : "", "family" : "Maekelburger", "given" : "Birger", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Schwens", "given" : "Christian", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Kabst", "given" : "Ruediger", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of International Business Studies", "id" : "ITEM-4", "issue" : "5", "issued" : { "date-parts" : [ [ "2012" ] ] }, "page" : "458-476", "title" : "Asset specificity and foreign market entry mode choice of small and medium-sized enterprises: The moderating influence of knowledge safeguards and institutional safeguards", "type" : "article-journal", "volume" : "43" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=eff25716-aa31-4a76-8913-3157c339cd13" ] }, { "id" : "ITEM-5", "itemData" : { "DOI" : "10.1016/j.jbusres.2008.08.003", "ISBN" : "0148-2963", "ISSN" : "01482963", "abstract" : "Extant research offers two alternative mechanisms for relating the asset specificity of a cooperative relationship to partnership performance. Transaction cost economics argues that the specific assets invested in a partnership increase the hazards of opportunism. As firms select appropriate governance structures to reduce opportunistic behavior, performance increases. On the other hand, relational exchange theory suggests that asset specificity enhances the trust between partners, which in turn leads to more cooperative behavior and higher partnership performance. This paper tests both mechanisms simultaneously on a sample of procurement relationships between Hong Kong trading firms and their Chinese suppliers using SEM methods. Our results support the predictions of relational exchange theory more than those of transaction cost economics. The paper also discusses the role of the Chinese context on theory application. \u00a9 2008 Elsevier Inc. All rights reserved.", "author" : [ { "dropping-particle" : "", "family" : "Lui", "given" : "Steven S.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Wong", "given" : "Yin Yee", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Liu", "given" : "Weiping", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Business Research", "id" : "ITEM-5", "issue" : "11", "issued" : { "date-parts" : [ [ "2009" ] ] }, "page" : "1214-1219", "title" : "Asset specificity roles in interfirm cooperation: Reducing opportunistic behavior or increasing cooperative behavior?", "type" : "article-journal", "volume" : "62" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=c6b12ccd-5172-4a83-b836-5327e5f5fa2b" ] } ], "mendeley" : { "formattedCitation" : "(De Vita, Tekaya, & Wang, 2010; Heide et al., 2007; Jap & Ganesan, 2000; Lui et al., 2009; Maekelburger, Schwens, & Kabst, 2012)", "manualFormatting" : "(Maekelburger, Schwens, & Kabst, 2012)", "plainTextFormattedCitation" : "(De Vita, Tekaya, & Wang, 2010; Heide et al., 2007; Jap & Ganesan, 2000; Lui et al., 2009; Maekelburger, Schwens, & Kabst, 2012)", "previouslyFormattedCitation" : "(De Vita, Tekaya, & Wang, 2010; Heide et al., 2007; Jap & Ganesan, 2000; Lui et al., 2009; Maekelburger, Schwens, & Kabst, 2012)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Maekelburger, Schwens, & Kabst, 2012). On the other hand, the promotion perspective views specific investments as competitive resources, contending that BSIs can help knowledge sharing between partners ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1016/j.jbusres.2016.12.024", "ISSN" : "01482963", "abstract" : "Transferring a quantity of credible knowledge is a key competitive advantage for vertical relationships in an emerging economy. Distinct from extant research focused on the relational performance of and opportunism in channel relationships or knowledge transfer in horizontal alliances, this study investigates knowledge transfer in vertical relationships and considers how transactional and relational mechanisms differentially affect knowledge transfer quantity and credibility. Hierarchical regression analyses of 225 paired buyers and suppliers in China revealed that both transactional and relational mechanisms effectively improve quantity and credibility; within a transactional mechanism framework, contracts more effectively increase quantity, whereas transaction-specific investments do not increase credibility more effectively than contracts; and trust more effectively improves both quantity and credibility in the relational mechanism framework than personal relationships. These findings provide new insights for the knowledge management literature and practices in vertical relationships.", "author" : [ { "dropping-particle" : "", "family" : "Liu", "given" : "Yi", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Li", "given" : "Yao", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Shi", "given" : "Linda Hui", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Liu", "given" : "Ting", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Business Research", "id" : "ITEM-1", "issued" : { "date-parts" : [ [ "2017" ] ] }, "page" : "285-293", "publisher" : "Elsevier Inc.", "title" : "Knowledge transfer in buyer-supplier relationships: The role of transactional and relational governance mechanisms", "type" : "article-journal", "volume" : "78" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=bbf6574a-c815-4804-9256-2998ec197c18" ] }, { "id" : "ITEM-2", "itemData" : { "DOI" : "10.1016/j.jbusres.2016.12.028", "ISSN" : "0148-2963", "author" : [ { "dropping-particle" : "", "family" : "Li", "given" : "Yuan", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Cui", "given" : "Victor", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Liu", "given" : "Heng", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Business Research", "id" : "ITEM-2", "issued" : { "date-parts" : [ [ "2017" ] ] }, "page" : "323-331", "publisher" : "Elsevier Inc.", "title" : "Dyadic specific investments , absorptive capacity , and manufacturers' market knowledge acquisition : Evidence from manufacturer \u2013 distributor dyads", "type" : "article-journal", "volume" : "78" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=b61766cd-ad96-4e25-87d7-1e7388e4f050" ] } ], "mendeley" : { "formattedCitation" : "(Y. Li et al., 2017; Y. Liu et al., 2017)", "manualFormatting" : "(Li et al., 2017; Liu et al., 2017)", "plainTextFormattedCitation" : "(Y. Li et al., 2017; Y. Liu et al., 2017)", "previouslyFormattedCitation" : "(Y. Li et al., 2017; Y. Liu et al., 2017)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Li et al., 2017; Liu et al., 2017), thus increasing cooperative performance ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1509/jm.11.0570", "ISBN" : "0022-2429", "ISSN" : "0022-2429", "PMID" : "91691734", "abstract" : "Competing suppliers that collaborate to serve downstream original equipment manufacturer customers often encounter partners with overlapping and compatible knowledge bases. Such knowledge base compatibility provides supplier partners the opportunity to exchange knowledge efficiently, leading to greater knowledge sharing. However, the ease of misappropriation of the shared knowledge can offset this beneficial effect. This research proposes that the effect of knowledge base compatibility on supplier partners' knowledge sharing is moderated by the customer's participation in the collaborative effort and by the customer value such effort creates. The results of two empirical studies show that when levels of both customer participation and customer value are high, knowledge base compatibility between supplier partners leads to greater knowledge sharing. In contrast, when customer participation is high but customer value is low, knowledge base compatibility leads to lower levels of supplier knowledge sharing. This investigation validates the importance of key factors related to supplier partners' opportunity and motivation to share knowledge in coopetitive partnerships. \u00a9 2013, American Marketing Association.", "author" : [ { "dropping-particle" : "", "family" : "Ho", "given" : "Hillbun (Dixon)", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Ganesan", "given" : "Shankar", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Marketing", "id" : "ITEM-1", "issue" : "6", "issued" : { "date-parts" : [ [ "2013" ] ] }, "page" : "91-107", "title" : "Does Knowledge Base Compatibility Help or Hurt Knowledge Sharing Between Suppliers in Coopetition? 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Such knowledge base compatibility provides supplier partners the opportunity to exchange knowledge efficiently, leading to greater knowledge sharing. However, the ease of misappropriation of the shared knowledge can offset this beneficial effect. This research proposes that the effect of knowledge base compatibility on supplier partners' knowledge sharing is moderated by the customer's participation in the collaborative effort and by the customer value such effort creates. The results of two empirical studies show that when levels of both customer participation and customer value are high, knowledge base compatibility between supplier partners leads to greater knowledge sharing. In contrast, when customer participation is high but customer value is low, knowledge base compatibility leads to lower levels of supplier knowledge sharing. This investigation validates the importance of key factors related to supplier partners' opportunity and motivation to share knowledge in coopetitive partnerships. \u00a9 2013, American Marketing Association.", "author" : [ { "dropping-particle" : "", "family" : "Ho", "given" : "Hillbun (Dixon)", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Ganesan", "given" : "Shankar", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Marketing", "id" : "ITEM-2", "issue" : "6", "issued" : { "date-parts" : [ [ "2013" ] ] }, "page" : "91-107", "title" : "Does Knowledge Base Compatibility Help or Hurt Knowledge Sharing Between Suppliers in Coopetition? 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Design/methodology/approach - Empirical data were collected from research and development staff in Taiwanese listed electronic firms and tested using structural equation modeling to verify the fit of the hypothetical model. Findings - The result demonstrates that supplier investment in specific assets for buyers positively impacts buyer's perceived relationship quality, which in turn affects knowledge sharing between buyers and suppliers and buyer product development performance. However, asset specificity does not directly affect knowledge sharing. Originality/value - This study illuminates the contribution of asset specificity to knowledge sharing and product development performance, by clarifying the mediation effects resulting from relationship quality and knowledge sharing.", "author" : [ { "dropping-particle" : "", "family" : "Yen", "given" : "Yu\u2010Xiang", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Hung", "given" : "Shiu\u2010Wan", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Business & Industrial Marketing", "id" : "ITEM-3", "issue" : "4", "issued" : { "date-parts" : [ [ "2013" ] ] }, "page" : "276-287", "title" : "How does supplier's asset specificity affect product development performance? A relational exchange perspective", "type" : "article-journal", "volume" : "28" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=6c32e538-20d8-4833-a9a1-0338e78701a4" ] }, { "id" : "ITEM-4", "itemData" : { "DOI" : "10.1016/j.jom.2013.11.001", "ISBN" : "0272-6963", "ISSN" : "02726963", "abstract" : "The vast majority of the supplier innovation literature has focused on how buying firms can effectively \"pull\" innovations from their suppliers. Yet, we know remarkably little about the factors that contribute to a supplier voluntarily \"pushing\" innovations to its customers. The present study addresses this research gap in the context of industrial buyer-supplier relationships and with a specific focus on relationship-specific investments. Drawing on theory from the relationship-marketing literature and on transaction cost theory, we devise and test a proposed theoretical model that links the level of a supplier's relationship-specific investments to its sharing of innovative ideas regarding products and processes with customers. The model also considers the role of contract length, relationship age, and buyer-supplier cooperation as possible safeguards. The empirical results suggest that a supplier's relationship-specific investments encourage a supplier to suggest ideas of process innovations but to refrain from suggestions about product innovations. The latter effect, however, can be attenuated by appropriate formal and informal safeguards. \u00a9 2013 Elsevier B.V.", "author" : [ { "dropping-particle" : "", "family" : "Wagner", "given" : "Stephan M.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Bode", "given" : "Christoph", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Operations Management", "id" : "ITEM-4", "issue" : "3", "issued" : { "date-parts" : [ [ "2014" ] ] }, "page" : "65-78", "publisher" : "Elsevier B.V.", "title" : "Supplier relationship-specific investments and the role of safeguards for supplier innovation sharing", "type" : "article-journal", "volume" : "32" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=3dafe851-0d4a-4d3a-bd00-f6b393918c68" ] } ], "mendeley" : { "formattedCitation" : "(Ho & Ganesan, 2013; Noordhoff et al., 2011; Wagner & Bode, 2014; Yen & Hung, 2013)", "manualFormatting" : "(Noordhoff et al., 2011; Wagner & Bode, 2014; Yen & Hung, 2013)", "plainTextFormattedCitation" : "(Ho & Ganesan, 2013; Noordhoff et al., 2011; Wagner & Bode, 2014; Yen & Hung, 2013)", "previouslyFormattedCitation" : "(Ho & Ganesan, 2013; Noordhoff et al., 2011; Wagner & Bode, 2014; Yen & Hung, 2013)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Noordhoff et al., 2011; Wagner & Bode, 2014; Yen & Hung, 2013). Compared with the prevention perspective, the promotion perspective has received less attention. Our research concludes that BSIs can directly affect alliance innovation performance. This conclusion enriches the literature from the promotion perspective. In addition, in the last ten years, more and more scholars have begun to connect BSIs with innovation from the promotion perspective. The extant literature has confirmed that one partner’s innovation capability can benefit from specific investments through knowledge sharing ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1016/j.indmarman.2012.10.011", "ISBN" : "0019-8501", "ISSN" : "00198501", "PMID" : "89104467", "abstract" : "Drawing on organizational learning and the relational view of the firm, this study seeks to understand the factors that drive supplier innovativeness in the context of cross-border supply relationships. To address this research objective, a survey included 189 parts and components manufacturers (suppliers) in Turkey; hierarchical regression analysis is used to test the hypotheses. The findings demonstrate that interfirm knowledge sharing routines, relation-specific investments, and governance mechanisms may promote supplier innovativeness by expanding the supplier's knowledge resources and encouraging it to invest in innovative activities. In addition, this research emphasizes differentiating effects of the supplier's tier position for the impacts of buyer assistance and cooperative tie. As such, this study contributes to the purchasing and supply management literature by empirically showing how buyer-supplier relationships, particularly in cross-border supply networks, affect supplier innovativeness. ?? 2012 Elsevier Inc.", "author" : [ { "dropping-particle" : "", "family" : "Inemek", "given" : "Aydin", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Matthyssens", "given" : "Paul", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Industrial Marketing Management", "id" : "ITEM-1", "issue" : "4", "issued" : { "date-parts" : [ [ "2013" ] ] }, "page" : "580-594", "publisher" : "Elsevier Inc.", "title" : "The impact of buyer-supplier relationships on supplier innovativeness: An empirical study in cross-border supply networks", "type" : "article-journal", "volume" : "42" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=d50d5cdb-4bc2-4763-af63-e5cfe4981fbe" ] }, { "id" : "ITEM-2", "itemData" : { "DOI" : "10.1509/jmkg.75.5.34", "ISBN" : "00222429", "ISSN" : "0022-2429", "PMID" : "64342087", "abstract" : "x", "author" : [ { "dropping-particle" : "", "family" : "Noordhoff", "given" : "Corine S", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Kyriakopoulos", "given" : "Kyriakos", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Moorman", "given" : "Christine", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Pauwels", "given" : "Pieter", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Dellaert", "given" : "Benedict G.C", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Marketing", "id" : "ITEM-2", "issue" : "5", "issued" : { "date-parts" : [ [ "2011" ] ] }, "page" : "34-52", "title" : "The Bright Side and Dark Side of Embedded Ties in Business-to-Business Innovation", "type" : "article-journal", "volume" : "75" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=2dc6098d-760a-4559-9c2e-5ca5b0c8ef57" ] }, { "id" : "ITEM-3", "itemData" : { "DOI" : "10.1108/08858621311313884", "ISBN" : "0885-8624", "ISSN" : "0885-8624", "abstract" : "Purpose - Although previous studies have examined the influence of asset specificity on firm performance, the literature has not focused on the influence of supplier asset specificity on product development, or the transformation that induces this. This study aims to propose a model by using the relational exchange perspective to explain the mechanism in which supplier investment in specific assets on behalf of buyers influences buyer performance in product development. Design/methodology/approach - Empirical data were collected from research and development staff in Taiwanese listed electronic firms and tested using structural equation modeling to verify the fit of the hypothetical model. Findings - The result demonstrates that supplier investment in specific assets for buyers positively impacts buyer's perceived relationship quality, which in turn affects knowledge sharing between buyers and suppliers and buyer product development performance. However, asset specificity does not directly affect knowledge sharing. Originality/value - This study illuminates the contribution of asset specificity to knowledge sharing and product development performance, by clarifying the mediation effects resulting from relationship quality and knowledge sharing.", "author" : [ { "dropping-particle" : "", "family" : "Yen", "given" : "Yu\u2010Xiang", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Hung", "given" : "Shiu\u2010Wan", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Business & Industrial Marketing", "id" : "ITEM-3", "issue" : "4", "issued" : { "date-parts" : [ [ "2013" ] ] }, "page" : "276-287", "title" : "How does supplier's asset specificity affect product development performance? A relational exchange perspective", "type" : "article-journal", "volume" : "28" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=6c32e538-20d8-4833-a9a1-0338e78701a4" ] } ], "mendeley" : { "formattedCitation" : "(Inemek & Matthyssens, 2013; Noordhoff et al., 2011; Yen & Hung, 2013)", "plainTextFormattedCitation" : "(Inemek & Matthyssens, 2013; Noordhoff et al., 2011; Yen & Hung, 2013)", "previouslyFormattedCitation" : "(Inemek & Matthyssens, 2013; Noordhoff et al., 2011; Yen & Hung, 2013)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Inemek & Matthyssens, 2013; Noordhoff et al., 2011; Yen & Hung, 2013). Regarding the alliance innovation, whereas the latest study by ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1016/j.ijproman.2016.12.005", "ISSN" : "02637863", "abstract" : "Inter-organizational collaborative innovation projects are increasingly cited as a \u201cbest practice\u201d in R&D activities, this study seeks to understand the factors affecting performance of cooperative innovation projects from a new perspective: specific investments. Specific investments is important to the value creation for inter-organizational projects, however which can induce the \u201chold-up\u201d problem, formal contracts and relational trust are two typical governance mechanisms employed to safeguard specific investments. This paper tests the effects of both mechanisms simultaneously using empirical studies focused on Chinese cooperative innovation projects, exploring the effects of specific investments, governance mechanisms and behaviors on cooperative innovation projects performance. The findings demonstrate that specific investments favor both, the formation of formal contracts and relational trust, and the effect of specific investments to performance is mainly influenced by relational trust. As such, this study contributes to governance theories in cooperative innovation projects management literature by empirically showing how specific investments affect cooperative innovation projects performance.", "author" : [ { "dropping-particle" : "", "family" : "Wu", "given" : "Ai Hua", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Wang", "given" : "Zhuo", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Chen", "given" : "Sandy", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "International Journal of Project Management", "id" : "ITEM-1", "issue" : "3", "issued" : { "date-parts" : [ [ "2017" ] ] }, "page" : "504-515", "publisher" : "Elsevier Ltd, APM and IPMA", "title" : "Impact of specific investments, governance mechanisms and behaviors on the performance of cooperative innovation projects", "type" : "article-journal", "volume" : "35" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=317632cc-b06d-4e2e-9f8b-1bd19d99ee27" ] } ], "mendeley" : { "formattedCitation" : "(A. H. Wu et al., 2017)", "manualFormatting" : "Wu et al. (2017)", "plainTextFormattedCitation" : "(A. H. Wu et al., 2017)", "previouslyFormattedCitation" : "(A. H. Wu et al., 2017)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }Wu et al. (2017) examines the impact of BSIs on alliance innovation from the prevention perspective, our study finds that BSIs could improve alliance innovation performance through relationship learning.

Fourth, our study also contributes to the literature about the interplay between transactional and relational governance mechanisms. Since the seminal work by ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1002/smj.249", "ISBN" : "01432095", "ISSN" : "01432095", "PMID" : "7046063", "abstract" : "Relational exchange arrangements supported by trust are commonly viewed as substitutes for complex contracts in interorganizational exchanges. Many argue that formal contracts actually undermine trust and thereby encourage the opportunistic behavior they are designed to discourage. In this paper, we develop and test an alternative perspective: that formal contracts and relational governance function as complements. Using data from a sample of information service exchanges, we find empirical support for this proposition of complementarity. Managers appear to couple their increasingly customized contracts with high levels of relational governance (and vice versa). Moreover, this interdependence underlies their ability to generate improvements in exchange performance. Our results concerning the determinants of these governance choices show their distinct origins, which further augments their complementarity in practice.", "author" : [ { "dropping-particle" : "", "family" : "Poppo", "given" : "Laura", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Zenger", "given" : "Todd", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Strategic Management Journal", "id" : "ITEM-1", "issue" : "8", "issued" : { "date-parts" : [ [ "2002" ] ] }, "page" : "707-725", "title" : "Do Formal Contracts and Relational Governance Function as Substitutes or Complements?", "type" : "article-journal", "volume" : "23" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=df7d5288-6b72-4d56-8440-fbf65b7b85da" ] } ], "mendeley" : { "formattedCitation" : "(Poppo & Zenger, 2002)", "manualFormatting" : "Poppo and Zenger (2002)", "plainTextFormattedCitation" : "(Poppo & Zenger, 2002)", "previouslyFormattedCitation" : "(Poppo & Zenger, 2002)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }Poppo and Zenger (2002), most scholars have found the joint effect of transactional and relational governance mechanisms on relationship performance ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1016/j.jom.2008.09.004", "ISSN" : "02726963", "author" : [ { "dropping-particle" : "", "family" : "Liu", "given" : "Yi", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Luo", "given" : "Yadong", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Liu", "given" : "Ting", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Operations Management", "id" : "ITEM-1", "issue" : "4", "issued" : { "date-parts" : [ [ "2009" ] ] }, "page" : "294-309", "title" : "Governing buyer\u2013supplier relationships through transactional and relational mechanisms: Evidence from China", "type" : "article-journal", "volume" : "27" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=28094b63-2c5a-45d4-9e2f-374ec034934e" ] }, { "id" : "ITEM-2", "itemData" : { "DOI" : "10.1016/j.jom.2014.09.009", "ISBN" : "02726963", "ISSN" : "02726963", "PMID" : "100874991", "abstract" : "Although extant literature has shown that formal contracts and relational governance play a key role in interorganizational relationships, the nature of their interplay still remains equivocal. To better understand the relationships between contractual and relational governance, we conducted a qualitative review and meta-analysis of the existing literature. Meta-analytic results from 33,051 interorganizational relationships across 149 empirical studies have indicated that contractual governance is positively related to both sides of relational governance - trust and relational norms. Our results have also indicated that contracts, trust, and relational norms jointly improve satisfaction and relationship performance and jointly reduce opportunism. These findings provide strong evidence for the complementarity arguments of the contractual-relational governance relationships and their joint impacts on performance. We also found that the mutual relationships between contractual and relational governance are moderated by the institutional environments, the interorganizational relationship type and length, and the construct measurement of contracts. Overall, this study provides new insights on when contractual and relational governance complement or substitute each other. We discuss the implications of our study for theory and practice and propose a research agenda for future research on governance in interorganizational relationships.", "author" : [ { "dropping-particle" : "", "family" : "Cao", "given" : "Zhi", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Lumineau", "given" : "Fabrice", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Operations Management", "id" : "ITEM-2", "issued" : { "date-parts" : [ [ "2015" ] ] }, "page" : "15-42", "title" : "Revisiting the interplay between contractual and relational governance: A qualitative and meta-analytic investigation", "type" : "article-journal", "volume" : "33-34" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=d0d72fde-76d9-480a-9584-53a0776a4db7" ] } ], "mendeley" : { "formattedCitation" : "(Cao & Lumineau, 2015; Y. Liu et al., 2009)", "manualFormatting" : "(e.g. Cao & Lumineau, 2015; Liu et al., 2009)", "plainTextFormattedCitation" : "(Cao & Lumineau, 2015; Y. Liu et al., 2009)", "previouslyFormattedCitation" : "(Cao & Lumineau, 2015; Y. Liu et al., 2009)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(e.g. Cao & Lumineau, 2015; Liu et al., 2009). However, few studies have investigated the joint effect on alliance innovation performance. Our study finds that guanxi can strengthen the effect of transactional mechanisms on relationship learning, thus improving alliance innovation performance, although guanxi does not directly contribute to relationship learning. Moreover, even though neither guanxi nor formal contracts positively affect alliance innovation performance, their interaction can improve alliance innovation performance. These findings validate the complementary role of guanxi and formal contracts in the innovation alliance, illustrating that guanxi could help partners provide more tacit knowledge, whereas formal contracts set a secure template for the exchange of explicit knowledge. Guanxi and formal contracts function differently in the innovation alliance. However, whereas BSIs have a direct positive effect on alliance innovation performance, guanxi has little moderating effect on the positive effect. These findings indicate that the joint effects of transactional and relational governance mechanisms alliance innovation performance depend on the types of transactional governance mechanisms.

In addition, we also checked the joint effect of formal contracts and BSIs, concluding that there is no complementary interaction effect of formal contracts and BSIs either on relationship learning or on innovation performance. This conclusion resonates with the finding of ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1016/j.jom.2013.11.001", "ISBN" : "0272-6963", "ISSN" : "02726963", "abstract" : "The vast majority of the supplier innovation literature has focused on how buying firms can effectively \"pull\" innovations from their suppliers. Yet, we know remarkably little about the factors that contribute to a supplier voluntarily \"pushing\" innovations to its customers. The present study addresses this research gap in the context of industrial buyer-supplier relationships and with a specific focus on relationship-specific investments. Drawing on theory from the relationship-marketing literature and on transaction cost theory, we devise and test a proposed theoretical model that links the level of a supplier's relationship-specific investments to its sharing of innovative ideas regarding products and processes with customers. The model also considers the role of contract length, relationship age, and buyer-supplier cooperation as possible safeguards. The empirical results suggest that a supplier's relationship-specific investments encourage a supplier to suggest ideas of process innovations but to refrain from suggestions about product innovations. The latter effect, however, can be attenuated by appropriate formal and informal safeguards. \u00a9 2013 Elsevier B.V.", "author" : [ { "dropping-particle" : "", "family" : "Wagner", "given" : "Stephan M.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Bode", "given" : "Christoph", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Operations Management", "id" : "ITEM-1", "issue" : "3", "issued" : { "date-parts" : [ [ "2014" ] ] }, "page" : "65-78", "publisher" : "Elsevier B.V.", "title" : "Supplier relationship-specific investments and the role of safeguards for supplier innovation sharing", "type" : "article-journal", "volume" : "32" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=3dafe851-0d4a-4d3a-bd00-f6b393918c68" ] } ], "mendeley" : { "formattedCitation" : "(Wagner & Bode, 2014)", "manualFormatting" : "Wagner and Bode (2014)", "plainTextFormattedCitation" : "(Wagner & Bode, 2014)", "previouslyFormattedCitation" : "(Wagner & Bode, 2014)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }Wagner and Bode (2014) that formal contracts have no moderating effect on the relationship between a supplier’s specific investments and its process innovation sharing. Some scholars maintain that formal contracts and BSIs are complement to each other since formal contracts draw some situations that cannot be covered by BSIs and BSIs can provide extra economic incentives that formal contracts cannot include (Liu Luo and Liu 2009). Luo (2002) also illustrates that BSIs compensate the relatively weaker contractual governance in emerging markets. However, our finding suggests that the complementarity might only work for the reduction in opportunism rather than be effective to knowledge transfer in innovation alliances.

5.2. Managerial implications

Our findings offer several important implications to managers. First, managers should conduct relationship learning in the process of alliance innovation. Our findings show that governance mechanisms heavily rely on relationship learning to fulfill alliance innovation performance. Relationship learning requires managers to actively share knowledge and information with their partners, to mutually solve problems, and to develop memory in their partnership. For example, when Toyota and Microsoft collaborate on telematics applications, Microsoft should discuss and resolve problems about software with engineers in Toyota, even though Microsoft is better at software development. Meanwhile, they need to store knowledge of collective beliefs, insights, procedures, and routines from their interactions.

Second, managers should realize that reducing opportunism does not mean improving innovation performance. Due to the pursuit of self-interest, managers are suggested to draft detailed contracts to mitigate opportunism, thus improving relationship performance ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1509/jmkg.64.4.36.18070", "ISBN" : "0022-2429", "ISSN" : "0022-2429", "PMID" : "3789053", "abstract" : "Much of the recent literature on interfirm relationships has focused on strategies for controlling opportunism. Somewhat surprisingly, little attention has been paid in this literature to the opportunism construct itself. Specifically, prior research has failed to recognize the different types of behavior that are hidden behind the general opportunism label. As a consequence, the knowledge of strategies for managing opportunism remains incomplete. The authors review the original and emergent conceptualizations of opportunism and illustrate them using actual industry cases. The authors also develop a conceptual framework of governance strategies that can be used to manage different forms of opportunism.", "author" : [ { "dropping-particle" : "", "family" : "Wathne", "given" : "Kenneth H", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Heide", "given" : "Jan B", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Marketing", "id" : "ITEM-1", "issue" : "4", "issued" : { "date-parts" : [ [ "2000" ] ] }, "page" : "36-51", "title" : "Opportunism in Interfirm relationships: Forms, Outcomes, and Solutions", "type" : "article-journal", "volume" : "64" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=a6b289ed-99d8-4385-b255-5adfeeb58372" ] }, { "id" : "ITEM-2", "itemData" : { "author" : [ { "dropping-particle" : "", "family" : "Williamson", "given" : "O.E.", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "id" : "ITEM-2", "issued" : { "date-parts" : [ [ "1985" ] ] }, "publisher" : "Free Press", "publisher-place" : "New York", "title" : "The Economic Institutions of Capitalism: Frims, Markets, Relational Contracting", "type" : "book" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=81d0e88b-d4d9-43cf-8c1e-889db4510d8a" ] } ], "mendeley" : { "formattedCitation" : "(Wathne & Heide, 2000; Williamson, 1985)", "plainTextFormattedCitation" : "(Wathne & Heide, 2000; Williamson, 1985)", "previouslyFormattedCitation" : "(Wathne & Heide, 2000; Williamson, 1985)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Wathne & Heide, 2000; Williamson, 1985). However, we find that formal contracts cannot directly contribute to alliance innovation performance. Because successful alliance innovation not only needs the reduction in opportunism but also requires the generation of new knowledge and ideas, our finding indicates that formal contracts are a necessary but not sufficient condition for alliance performance. In other words, formal contracts alone cannot benefit alliance innovation performance.

Third, managers need to realize the importance of bilateral specific investments to alliance innovation. Bilateral specific investments create lock-in effects, which not only help curb opportunism from partners but also facilitate knowledge transfer between the parties ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1016/j.jbusres.2016.12.024", "ISSN" : "01482963", "abstract" : "Transferring a quantity of credible knowledge is a key competitive advantage for vertical relationships in an emerging economy. Distinct from extant research focused on the relational performance of and opportunism in channel relationships or knowledge transfer in horizontal alliances, this study investigates knowledge transfer in vertical relationships and considers how transactional and relational mechanisms differentially affect knowledge transfer quantity and credibility. Hierarchical regression analyses of 225 paired buyers and suppliers in China revealed that both transactional and relational mechanisms effectively improve quantity and credibility; within a transactional mechanism framework, contracts more effectively increase quantity, whereas transaction-specific investments do not increase credibility more effectively than contracts; and trust more effectively improves both quantity and credibility in the relational mechanism framework than personal relationships. These findings provide new insights for the knowledge management literature and practices in vertical relationships.", "author" : [ { "dropping-particle" : "", "family" : "Liu", "given" : "Yi", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Li", "given" : "Yao", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Shi", "given" : "Linda Hui", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Liu", "given" : "Ting", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Journal of Business Research", "id" : "ITEM-1", "issued" : { "date-parts" : [ [ "2017" ] ] }, "page" : "285-293", "publisher" : "Elsevier Inc.", "title" : "Knowledge transfer in buyer-supplier relationships: The role of transactional and relational governance mechanisms", "type" : "article-journal", "volume" : "78" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=bbf6574a-c815-4804-9256-2998ec197c18" ] } ], "mendeley" : { "formattedCitation" : "(Y. Liu et al., 2017)", "manualFormatting" : "(Liu et al., 2017)", "plainTextFormattedCitation" : "(Y. Liu et al., 2017)", "previouslyFormattedCitation" : "(Y. Liu et al., 2017)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Liu et al., 2017). We find that unlike formal contracts, bilateral specific investments can directly contribute to alliance innovation performance. Therefore, if firms establish innovation alliances, they need to require mutual investments from partners.

Fourth, managers should be aware of the conditional function of guanxi. Our study finds that guanxi cannot directly contribute to relationship learning and alliance innovation performance, but it can help transactional governance mechanisms (formal contracts and BSIs) contribute to relationship learning and alliance innovation performance. Even though guanxi is very critical to conduct business in China ADDIN CSL_CITATION { "citationItems" : [ { "id" : "ITEM-1", "itemData" : { "DOI" : "10.1111/j.1740-8784.2011.00273.x", "ISSN" : "17408776", "author" : [ { "dropping-particle" : "", "family" : "Luo", "given" : "Yadong", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Huang", "given" : "Ying", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" }, { "dropping-particle" : "", "family" : "Wang", "given" : "Stephanie Lu", "non-dropping-particle" : "", "parse-names" : false, "suffix" : "" } ], "container-title" : "Management and Organization Review", "id" : "ITEM-1", "issue" : "1", "issued" : { "date-parts" : [ [ "2012" ] ] }, "page" : "139-172", "title" : "Guanxi and Organizational Performance: A Meta-Analysis", "type" : "article-journal", "volume" : "8" }, "uris" : [ "http://www.mendeley.com/documents/?uuid=7ab2efa4-1b0b-4f02-b9b5-490aecaaefa1" ] } ], "mendeley" : { "formattedCitation" : "(Luo et al., 2012)", "plainTextFormattedCitation" : "(Luo et al., 2012)", "previouslyFormattedCitation" : "(Luo et al., 2012)" }, "properties" : { }, "schema" : "https://github.com/citation-style-language/schema/raw/master/csl-citation.json" }(Luo et al., 2012), in order to achieve alliance innovation, managers need to establish transactional governance mechanisms to release the role of guanxi in innovation alliance.

5.3. Limitations and future research directions

Despite this research contributes to the literature theoretically and practically, it still has several limitations that future research can address. First, we find that guanxi cannot directly contribute to alliance innovation performance. Is there any mediator that is positively affected by guanxi and positively affects alliance innovation performance? Due to the prevalence of guanxi in China, finding the mediator can help managers better take advantage of guanxi to facilitate alliance innovation performance.

Second, our research would have been more insightful if we had investigated moderators on the effect of relationship learning on alliance innovation performance. Future research should consider these moderators, which can provide important managerial implications for practitioners regarding how to leverage relationship learning.

Third, we used subjective scales to measure alliance innovation performance. Our results would have been more convincing and compelling if we used objective measurements like the number of patents. Future research can employ objective measures to assess alliance innovation performance.

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Relational Governance

Transactional Governance

Control Variables

· Interdependence

· Environmental Uncertainty

· Social network

· Firm size

· Relationship length

Relationship Learning

BSIs

Alliance Innovation Performance

Fig.1. The research framework

Formal Contracts

Guanxi

σ

σ

σ

σ

σ

σ

σ

σ

σ

σ

σ

σ

σ

σ

σ

σ

End of article 2 out of 2

Fig. 2. Interaction Effect of BSIs and Guanxi on Relationship Learning

BSIs

Relationship Learning

Fig. 3

Interaction Effect of Guanxi and Formal Contracts on Relationship Learning

Formal Contracts

Relationship Learning

1